Lead Management Roadmap

  • Author(s) Dianne Kim, Julie Schwartz, Kathy Macchi
  • Published November 28, 2012
  • 6 Pages
  • Category
  • Type Member Research
  • 6 Pages
  • .PDF Format
Building an effective lead management program is a top priority for most marketers, yet only a handful of them consider lead management a core competency. ITSMA’s four stage Lead Management Roadmap can help marketers become a lead management front runner, by showing them how to:
  • Develop the infrastructure and formal processes to manage and track leads
  • Implement and integrate marketing automation systems with CRM to support a closed-loop lead management process
  • Align closely with sales
  • Use data to build buyer personas and generate quality leads
  • Analyze buyer behavior to build predictive models and score leads
In addition, ITSMA’s lead management roadmap outlines six areas of focus for marketers to keep in mind when building a best-in-class lead management process.
This document is available at no charge to employees of an ITSMA member company. It’s also available for sale to non-members.
Add to cart
Become a member and gain access to all our tools and resources!

Want to gain free access to all our tools and resources?

Become a member and get access to the latest insight from ITSMA.



Account-Based Marketing Brand & Reputation Buyer Personas Customer Success Thought Leadership