In an effort to track the quality of leads, FEI Co. exhibit staffers make a habit of getting complete information from every visitor to their exhibit. This includes ensuring that handwriting is legible and contact information is complete.
To help determine the urgency and follow-up priority of each lead, they are coded as follows:
A = Hot lead. Has funding and/or is ready to purchase in the next six months. Needs a sales call immediately.
B = Warm lead. Purchase planned within six to 24 months.
C = Long-term lead. Purchasing timeframe of more than 24 months or just requesting literature.
D = Non-lead. These are inquiries that require no follow-up from sales.