Managing Leads And Prospecting Activities

Hedin concluded by stressing that sales teams need to keep a granular view of where leads are coming from so that they can look at the next direction in turning leads into open opportunities.

"You want a view of where these leads are coming from…to where you can actually take a look at all the marketing investments and campaigns and efforts you have in different areas of your business, and decide what's paying off," he said.

Many businesses use ConnectWise to track leads, but Hedin stressed that other programs have similar features, and encouraged the audience to take full advantage of useful tools.