The document discusses best practices for managing inbound marketing leads. It recommends having a dedicated sales development function to qualify leads before passing them to sales. Key metrics to track include lead conversion rates and the pipeline to close rate. It also stresses the importance of executive commitment, using common terminology between marketing and sales, and leveraging CRM systems effectively.

1. Leveraging Tele-Sales For Marketing Part I: Inbound Lead Management Best Practices Aaron Ross www,ColdCalling2.com [email_address] Never waste a lead

2. Experience

4. When we’re done.

5. The problem: 80% of the time, lead management (processing & qualifying leads coming inbound to your company) is the best place to quickly increase pipeline and marketing ROI

7. Waste of Energy GARBAGE

10. Panning for gold

11. … With a colander?

13. How can you plug the holes?

14. Salespeople

19. Best practices

27. The water’s fine. DIVE IN!

31. Appendix

37. 2. Separate the core functions OUT Account Management Bound Qualification Sales Sales Development Marketing Generated Leads Bound Prospecting IN Qualified Opportunities New Customers