Lead Generation Best Practices Lead Management Key 1 = Gulf Void 2 = Gap Partial 3 = Aligned In Place Best Practices for Lead Management Assessment Establish a common definition of a Lead Partial Integrated marketing & sales funnel Void Sales & Marketing SLA/SOP In Place Adopt a repeatable lead management process Map lead process to buying process Establish conversion metrics by stage Clear buyer-driven exit criteria Sales feedback loop Lead nurturing Offer content built specifically by buying stage Create a dedicated Lead Development Rep (LDR) role Lead Development Role (LDR) resides in marketing Clear lines for lead routing