Requested White Paper
The Issue of Sales Lead Ownership: Whose Lead is it Anyway?
Explore the topic of sales lead ownership and examine a series of mini case studies to learn how different companies have successfully dealt with this dilemma.
Firms that generate leads to dispense to their channel partners (dealers, resellers, VARs, etc.) oftentimes find it difficult to determine when lead ownership transfers from them to the party they distribute to. The concept of sales lead ownership is important because it determines who is responsible for pursuing and following up on the lead.
A neglected sales lead is likely to be plucked up by a competitor, and an overly stimulated lead is likely to cease doing business with a firm that is constantly inundating them with information and attention. Thus, it is important that an appropriate level of communication with a lead is established and maintained. This becomes complicated when the lead ownership line becomes blurred.
