Delineate the principles to be followed when using leads.

Question

19 Oct 2021

Answer :

Word Count : 435

The principles to be followed when using leads are -

1. Leads are people, not targets

This goes back to the difference between company logic and being customer-centric. The focus should be on the customer.

2. People are not falling into the funnel; they are falling out

Everyone thinks with a funnel, people are going in and narrowing down, and that’s not really the case. The inverted funnel shows the pipeline is more of a climb, with micro-conversions throughout the process.

We are optimizing customer thinking.

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