Are Phones Obsolete in Lead Generation?

Although lead generation no longer revolves around using the phone to identify qualified leads, that doesn’t mean that the calling has stopped entirely. To engage and qualify prospects, inside or outsourced, sales teams often call prospects who have shown some level of interest in products or services of your business. Sometimes the sales team call prospects to highlight a value proposition or event as part of the lead nurturing and engagement process. In other cases, they’ll simply call to ask questions and determine interest as part of the lead qualification process.

Today’s lead generation software focuses on managing the entire lead life cycle – from initial engagement, through lead nurturing, to lead scoring and sales handoff. And although phone-based teams often remain part of the lead qualification process, they’re no longer the only means of identifying the prospects who truly have interest.

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