How best to define when a LEAD becomes a DEAL?
I am trying to wrap my head around cold/warm/hot leads and the lead/deal qualification process.
Would a marketing role start working on a warm lead that let's responded to an email campaign... and be responsible only for getting them to a "hot" lead? Or would they also qualify the lead, and ONLY when the lead is hot—and—qualified would it move to stage 1 of the deal pipeline? (Qualified...then contact made...then meeting arranged...)
Thank you for any help you can provide.