lead-management
Lead Management — Under 100 People
What This Process Does
Lead management at this size is the engine that turns strangers into pipeline. You likely have 50–500 leads per month arriving from a website form, content downloads, a Calendly link, a LinkedIn outbound motion, referrals, and trade shows/events. 1–5 AEs (or the founder) work the leads. The CRM is HubSpot, Pipedrive, or Salesforce Starter — not a fully-customized Salesforce Enterprise yet.
The work: capture every lead automatically, qualify fast, route to the right person, follow up before the window closes. At this scale, the difference between a 5-minute response time and a 60-minute response time is the difference between a deal and "they went with someone else." Speed-to-lead + clear ownership + clean data are the three things that matter.
Start Here: ERP•AI Templates
ERP•AI's Small Business Lead Capture template wires form submissions + third-party lead sources (LinkedIn Sales Navigator, ZoomInfo, Apollo.io) into the CRM, applies basic scoring (ICP fit + intent signals), and routes to the right AE with an SLA for first response. Pair with Outbound Sequence Engine (email + LinkedIn outreach cadences) for proactive sourcing and Lead-to-MQL Qualification Flow for hand-offs between marketing and sales.