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Lead to revenue management (L2RM) is a revenue-focused lead managementapproach closes the traditional marketing-to-sales process gap. Building a closed-loop L2RM model involves a variety of activities, including:
In the closed-loop L2RM system, the entire process, from captured lead to closed sale, is mapped back to concrete revenue goals. Then, data is used to adjust the L2RM strategy to drive growth.
How do you know if your marketing team is ready to adopt a B2B L2RM model? According to Forrester Analyst Lori Wizdo, you’re ready to take the next step if you meet the following criteria:
So you’re ready to change the way you engage with your clients and implement L2RM? Be sure not to make these common mistakes:
If you’re ready to deploy an L2RM model, follow these tips to create a road map that will ensure your program is successful. The key to this type of lead management is a goals-based, phased approach:
For more information on how your B2B organization can make a smooth transition into L2RM, contact Crafted today to learn more about our services.
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