Finding the perfect formula to get leads into, and move leads through the funnel to improve your bottom line is a challenge that takes discipline and structure. It starts with strategies focused at the top level of the funnel – inquiry management. How can companies improve their odds of converting inquiries from direct mail, email, events, the Internet and telemarketing into qualified leads?
The paper discusses industry statistics and best practices based on an inquiry management survey of 50 companies. It highlights the management processes that have proved to be successful and those that should be avoided.