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Lead Tracking: Clean Up Trade Show Leads

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.

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