Exposure to closure: 5 key lead-management terms

May 2013
B to B;5/13/2013, Vol. 98 Issue 2, p26
The article discusses five terms which can result in success in the lead-management process. The process of exposure can be thought of as the stimulus a company puts in the market in search of a given type of response. The capture process allows the most valuable leads to proceed on to sales, while less-qualified leads are closed out. A lead-scoring system helps in knowing the sales readiness of a given lead.


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