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					  Lead Status:
     Open

  Lead Status:
   Contacted

  Lead Status:
    Qualified

  Lead Status:
   Unqualified


   Opportunity

                     Converge Universe

                                                                                          Miller Heiman             Log call / email /
     Trade                                                                                Sales Cycle                  meeting in
     Events                                                                                Process In                  salesforce
                                                                                          Development              (Account Manager)
                         Identify leads
                     (Strategic Marketing)
     Market
                     (Account Managers)
    Research                                                                                                                                 Green Sheet in
                      (Market Managers)                                                                             Create task from
                       (Market Directors)                                                                           Best Action Plan           salesforce
                                                                                                                   (Account Manager)
    Network          Check Salesforce for
                          lead history                              Converge Universe
                     (Strategic Marketing)
                     (Account Managers)                                                                              Complete Blue           Blue Sheet in
                                                                                                                   Sheet in salesforce        salesforce
                                                                                                                   (Account Manager)

                                                                          Notify lead owner
                           Lead in                  Lead status
                                             Y                        Y (Strategic Marketing)                        Convert lead to
                         Salesforce?                 qualified?
                                                                         (Account Manager)                            opportunity in
                                                                                                                       salesforce
                              N                          N                                                         (Account Manager)

                         Enter Lead in                                                                                                   Converge Universe
                          Salesforce             Notify lead owner
                     (Strategic Marketing)       and change status
                                                                                                                           Y
                     (Account Managers)               to open



Data Research:
Internet                Asisign lead to                                                  Log call / email in
                                                                                                                      Opportunity
Corporate Website      Account Manager                                                      salesforce
                                                                                                                      identified?
Trade Journals        (Lead Coordinator)                                                (Account Manager)



Data Aggregators     Conduct Preliminary                                                     Edit task in           Green Sheet in
Pospect Lists          Lead Research                                                       salesforce and             salesforce         N
Research Reports     (Account Managers)                                                  create greensheet
Hoovers, etc.                                                                           (Account Manager)


Intel Aggregators
                      Contact lead and                                                    Create task in
Leadership changes
                      change status in                                                     saleforce for               Lead still
Acquisition                                                                                                    Y
                         salesforce                                                        prospect call               qualified?
Expansion
                     (Account Manager)                                                  (Account Manager)
e-Prospecting


                                                                                        Change lead status
                        Assess Lead                Possible Ideal                          to qualified in
                                                                            Y
                     (Account Manager)             Customer Fit?                             salesforce
                                                                                        (Account Manager)

                                                         N

                       Ideal Customer
                          Profile in             Change lead status
                         salesforce               to unqualified in                                            N
                                                     salesforce

				
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posted:8/1/2012
language:English
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