Recent studies show that sales staff use up to 64% of their time on non-productive tasks. Sales staff should not spend your time for searching and qualification of prospects, but are only activated when there is acute willingness to buy.

Here is an effective lead management comes in: When marketing passes only interested in purchasing a high propensity to sales, then sales staff can use their time and energy for the right prospects. This increases the probability of closing on the one hand and the other shortens the distribution process.

As lead managers are the following phases:

• Lead Generation
• Lead Scoring (quantitative assessment based on various criteria)
• Lead Rating (qualitative assessment of an interested party)
• Lead Nurturing (automated care programs for Leads)
• Lead routing (transfer-ready sales leads to Sales)

Lead Management combines marketing with the sales and creates a bridge between the two worlds.