Start with the last 20 leads
Pull your most recent inquiries. For each one, write down when it arrived, when someone first responded, who owns it, and the next action. Blank fields tell you where to start.
Separate speed from persistence
A quick automated acknowledgment is useful, but it is not a sales conversation. Give every inquiry a human owner. Set a response standard your team can consistently meet, then build follow-up around what the prospect actually needs.
Make the next step visible
Every active prospect should have an owner, a next action, and a due date. “Follow up later” is not a next action. “Call Thursday to review the implementation timeline” is.
Inspect the right numbers
Track response time, contact rate, qualified conversations, booked calls, shows, and collected cash. Compare like-for-like lead sources. Fix the stage that is losing people before buying more traffic.