During which part of the sales process do salespeople evaluate the value of each lead?

The lead management system is the phase where salespeople systematically evaluate leads to determine their potential value. This involves filtering and organizing leads based on various criteria such as demographics, engagement levels, and fit with the product or service being offered. By utilizing a lead management system, salespeople can prioritize leads that are more likely to convert, ensuring efficient use of their time and resources.

In this context, lead generation involves the initial stage of attracting potential customers but does not focus on evaluating their potential value. The lead analysis stage is often tied to assessing the data collected about leads, but it is the lead management system that specifically emphasizes the organization and prioritization in determining their viability. Similarly, while a lead qualification system is essential for assessing leads based on specific qualifications, it operates as part of the broader lead management system in the evaluation process. Therefore, the lead management system is most accurately described as the stage where the value of each lead is evaluated.