Lead generation is, without a doubt, an important part of a sales process. But even if you collect a solid lead base, you won't be able to convert them provided you don't put effort into managing your prospects properly.
Problem 1: Your database is a mess
Many companies repeat the same mistake: they focus too much on generating leads but not on the data hygiene of their prospects. As a result, their database gets filled with invalid or old contact information, duplicated records, or not timely enriched data.