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Four Secrets To Turning Raw Leads Into Real Opportunities
By Dan McDade, CEO, PointClear & Author of "The Truth About Leads" As Seen In MarketingProfs September 7, 2011
Raw leads are inherently neutral entities. If, when and how they convert to real opportunities is fully dependent on the processes that sales and marketing teams apply to them after they appear at the top of the funnel.
Raw leads are unfiltered, undifferentiated and unqualified contact names generated by marketing activity like content downloads, social media activity, webinars and trade shows. Some are simply individuals requesting information or companies too small to qualify, while others are perfect-fit prospects ready, willing and able to invest in six- and seven-digit solutions. But which are which?
Real opportunities have met established lead criteria and warrant further attention from marketing or sales. At the right point, real opportunities are confidently moved to the sales forecast and assigned a probability of closing.
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