Whose Lead is it Anyway?
Do you remember “pass the egg”? It’s a childhood game where everyone stands in a circle, holding spoons. One by one you gently pass a single raw egg from spoon to spoon hoping it doesn’t drop. If you’ve played, you know the feeling of breathlessly gripping that spoon, concentrating as you pivot and hoping you’re not the one who sends the egg crashing to the floor. Sometimes managing leads can feel just like that. It’s in those moments when you’re not quite sure if it’s on your spoon, or theirs. Will they catch what you’re passing on? Will they treat it as attentively as you would? You can only hope. Unfortunately research shows that up 80% of B2B sales leads are never followed up on by a sales representative – the egg is not passed successfully!. But there are a few things you can do to help.
We’ve put together a case study that illustrates one way you can work with your channel partners to clearly spell out who is responsible for leads and at when that happens, all without stepping on toes or losing the lead.