The biggest problem I see with lead management programs? Too often, they’re run by marketing. True, marketing generates the leads, but salespeople have to work with them. And when marketing runs lead management with minimal input from sales, you end up with decent leads that go nowhere. Here are our 10 best practices to improve lead management.

How can companies turn stalled SFA projects into success stories? Based on Innoveer’s numerous engagements over the past 10 years — with 1,100 projects spanning 400 customers — these five rules stand out.

Serving your members well requires knowing who they are, and what they’ve achieved. Not only do you want to promote a sense of security and trust with the organization, but you want to reinforce the member’s self-esteem: I did whatever is necessary to become a member of this organization.