The lead-assignment worksheet

Each line names a claim related to this exhibit, its source, and how it was checked.

• A V07-VPR-C2 Virtanen et al. classify leads as won, lost, or canceled, with canceled separate from a customer decision to purchase elsewhereVirtanen, Parvinen, and Rollins (2015), full-text receipt
• A V07-VPR-C3 Their study combines salesperson interviews, CRM analysis, and executive discussion and does not provide a general close-rate benchmark or individual lead explanationVirtanen, Parvinen, and Rollins (2015), full-text receipt
• A V07-FCB-C2 A buyer-side account is a distinct evidence layer from seller explanation, and the qualitative study is not a universal reason taxonomyFriend, Curasi, Boles, and Bellenger (2014), full-text receipt
• A V07-FRJ-C1 Friend, Ranjan, and Johnson describe failing fast as collecting prospect intent, interpreting it, and deciding whether to stop pursuing earlyFriend, Ranjan, and Johnson (2019), full-text receipt
• B V07-OWN-C1 Lead routing is the rule that assigns an eligible lead to an owner or queue under a declared population and time boundaryAuthor framework
• B V07-OWN-C2 Lead capture, qualification, routing, follow-up, reassignment, and outcome are different process objectsAuthor taxonomy
• B V07-OWN-C4 The synthetic six-lead ledger produces 100% assignment coverage, 60% response completion, 80% opportunity creation, 20% wins per eligible lead, and 25% wins per created opportunityAuthor synthetic arithmetic

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

This exhibit belongs to an essay: the numbers live here, the argument lives there.