December 18, 2006

Qualifying New Leads

The most common application of analytics in nonprofit fundraising is for lead generation. Usually, it takes place before research and field qualification (AKA discovery) stages of the process. This article on B2B sales translates well to the discovery process. For many organizations, having an efficient method for connecting with new leads separates the good from the great.

You’ve spent a great deal of time, effort and money putting together your business-to-business sales lead generation programs. How you handle B2B sales leads once you get them makes the difference between a happy sales team and new customers or an unhappy sales team and lost sales.

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