GLOSSARY OF TERMS

Lead flow

Lead flow: Definition and why it’s important

Lead flow refers to the process by which leads move through a company’s marketing and sales funnel or pipeline. This process includes the collection, storage, filtering, and organization of lead data, whether leads are generated internally or acquired from third parties.

Managing lead flow effectively is crucial for successful marketing and sales strategies. It ensures that leads are properly handled from the initial contact to conversion, leading to smoother operations and higher revenue outcomes.

Key Benefits of Lead Flow Management

  1. Increased Visibility: Offers clear insights into how leads progress through the sales funnel.
  2. Data Alignment: Ensures that lead data aligns with existing demand funnels and revenue models.
  3. Performance Analysis: Allows for the analysis of conversion rates, lead velocity, lead aging, and compliance with service level agreements (SLAs).
  4. Strategic Alignment: Supports the alignment of lead scoring, routing, and analytics with overall business objectives. 
  5. Continuous Improvement: Enables closed-loop reporting for ongoing enhancement of processes.
Learn more about lead flow