The Taber Report takes a look at the entire lead management process from lead generation to conversion in an article entitled The Life of a Lead.
This article does a great job defining common semantics like lead, qualified lead, rejected lead, contacts, and customers. It talks about the importance of separating marketing and sales leads in the database and using marketing automation software to help cultivate your leads and prospects.
“The workflows for Names and demoted Leads should be nearly 100% automated, using clever combinations of email blasts, web site materials, and recorded webinars. Make sure the content is relevant to the audience! Your marketing automation system should be managing this for you, and maintaining behavioral scores for each individual.”