Lead Classifications
All leads are not the same and should not be treated the same. Understanding the quality of a lead and key insights to the lead are especially important when you have a sales process that involves sales development/appointment setters and field sales/closers. If your sales team manages the lead from the beginning to the end, this section is not as important.
Here again, lead classifications and criteria are unique to each organization based upon what they’re selling, who they’re selling to and other criteria related to your sales process.
As a basis we recommend laying out a process for classifying and tracking:
Lead Quality
• High
• Medium
• Low
Lead Status
• Open
• Working
• Delayed
• Nonqual
• In Sales Process
• SQL Forwarded
Business Type
• Product Focus
• New Business
• Repeat Business
Key Issues
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