At the B2B Lead Generation Blog, Brian Carrol discusses the need for great lead management not just generation. This is critical and while it seems so obvious, it appears very few engage in it.
Knowing the customers you have leads to increased sales. We all understand that customer retention and deep selling current customers are your easiest and most effective ways to generate more revenue.
When we look at future customers, Brian advises us to not just look at putting more in the pipe but we should better manage those that are already there. This gets to a concept called "Throughput Yield". Increase your throughput yield of your lead to closure process and you will not need as many leads to start with.
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