Key Principles for a Modern Lead Lifecycle

I recently came across this blog post on lead management, and thought that it made one very unique and significant  point. In modern sales cyclefocusing on Key Principles of Lead Management the author challenges you to rethink your understanding of the funnel and instead interpret it as a mechanism within which Leads are constantly falling out of, as apposed to into.  This reinterpretation allows us to think more about maintaining the integrity and health of our funnel as leads are fed into it by marketing.

As sales people, while we can prospect to add value to our pipeline, it is difficult to rely solely on prospecting to help us drive revenue.  We therefore need to take great care of the qualified leads that are passed to us by marketing because the fact of the matter is that while they may not represent selling opportunities now, they likely will at some point down the road- it all comes down to if we can maintain visibility after they are disqualified for this first time.

I think this funnel understanding resonates so clearly because it is more appropriately aligned with our modern sales cycle and customer journey within which prospects increasingly source and qualify themselves prior to opportunity creation.   If we can therefore maintain greater visibility into our entire database and not lose sight of these leads that may fall out of our funnel at some point, we will better maintain the health of our funnel by feeding back into the top those Leads that may have fallen out of the funnel at some point during the sales cycle.

If you’re interested to learn more about leveraging a more holistic funnel and creating better database visibility please visit check out our best practices for complete response lifecycle management.

Jay Jennison

About Jay Jennison

Jay works as a Corporate Accounts manager at Full Circle Insights and previously worked within the corporate sales division at Salesforce.com. He attended Duke University for his undergraduate and graduate degrees where he earned his Bachelor’s degree in History and Markets and Management and focused the subject of his Master’s thesis on developmental strategy for third-world economies.