I like the way the article has shifted from the old, way out of date sales funnel. The diagram shows the a flowing engagement process and not one that just qualifies in and out.
If we think about prospecting it is by nature a crude way to get business. Because the way most people prospect id so time consuming it's a bit of a black / white - qualify in or out process.
Effective lead generation / prospecting - whatever you wish to call it, should be working for you 24/7. To do that you need to keep 'feeding' the market with interesting and insightful content.
Social selling can do this for you each and every day. It helps you shift form 'trying' to sell to enabling people to come and buy from you. It's a shift that buyers and decision makers love.
Let’s put lead management in perspective. Lead management is the process of acquiring new business. It is also the practice of synergizing your customers, people, process and technology to produce a sales-ready lead that converts at the highest possible rate into an opportunity and a closed deal. From a people perspective, effective lead management is characterized by a tight working relationship between Marketing and Sales. From envisioning what will resonate with prospects to effective lead processing, both Sales and Marketing play pivotal roles.