From the course: Advanced Lead Generation
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Interest follow-up planning
- [Instructor] A core component of integrated demand programs between sales and marketing is enumerating specifically what lead follow-up should look like. And this starts with crisp definitions of qualified leads so that what's delivered to sales matches the type and nature of prospects they want to engage. When the right lead is delivered, a crisp follow-up process documented across channels and with a coherent related message is critical to increasing lead conversion and opportunity creation. Based on our research and evidence across literally hundreds of clients, we've identified a 13-stage, 11-day follow-up process that's optimally effective in generating live qualified conversions and conversations with sales teams' post-lead generation. And as you can see in this grid, this spans multiple channels across multiple days. Using a sales engagement tool such as Outreach or SalesLoft will make consistency of this kind…
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