For my first real post coming over to http://ericlehnen.com, I want to start a series of posts related to execution of strategy and campaigns. Let this be the introduction.

So you compiled a list of leads? Now what?

Research.

You obviously have done your research to mark a lead, as a lead. Now find the weaknesses, find contacts without contacting the lead, document why you are making them a lead:

Company A could use Product/Service B because…

Organize & Prioritize.

Start with a list of 10 leads that fit your company’s customer profile, it is crucial that you set measures. Some software can help such as Salesforce (but lets be honest, keep it simple).

Organize the leads by categories that help you understand similarities and differences. Follow up by prioritizing them by highest return and ease of win.

Next post will go in more detail on the next steps and examples making an initial contact. Or I may just make up a bunch of stuff.