IN$2$communications $($ www$.$in$2$communications.com $)$ is a mid size Digital Marketing Agency in London Ontario. The owner Rick Lambert wants to increase sales with local London based businesses in addition to the work his firm does with US clients and other businesses outside the London market. Rick also runs a related business that provides Business$-$to$-$Business Sales Training to numerous businesses in the US and Canada. That business, Sell$-$to$-$Win $($Selltowin$.$com$),$ has traditionally found sales leads through referrals from existing customers and from industry events like tradeshows where they were able to secure lists of attendees.Rick has been reading that for even businesses like his that use traditional channels to secure leads, that by $2025$ as many as $80\%$ of their leads will likely come through digital channels. He currently has a website, both for in$2$Communications and Sell$-$to$-$Win as well as being active in social media channels like LinkedIn. Rick has turned to you for help on growing his sales training business in Southwestern Ontario. He knows you took some courses at school that discussed lead generation, lead scoring and lead nurturing. He believes his target customer is small to mid$-$sized businesses that want to invest in sales training, but do not have a large budget nor do they have an in$-$house training staff. Most of the companies that have reached out to him have first had a problem with meeting their sales targets so they decided it was worthwhile to invest in training. Further, most of those have found his company through some sort of referral process $($eg$.$ Someone they knew took his courses$)$ or simply by using the internet to provide local service providers.As you walk into Ricks office to discuss further, you see he has some thoughts scribbled across his whiteboard;$-$ How can we prospect to find more leads?$-$ How do we generate more referrals?$-$ What is funnel management?$-$ What process should we use to qualify leads so we dont waste the sales reps time?$-$ How should we score leads that come to us$?-$ How do we nurture leads to build them into prospects?As you sit down in Ricks office, he starts to ask you questions about your knowledge of prospecting, lead generation, lead qualification, lead scoring and lead nurturing. He really wants to grow this business and knows that to grow it$,$ he must generate more good leads not just more leads. He also expresses concern that he doesnt want his high$-$priced account managers to be calling on sales leads that are at least in the buying process stage where they have gathered enough information and are now evaluating alternatives. To that end, he wants to find good leads and$/$or have a communications processto help nurture or move less qualified leads to good leads over time. He is excited as you tell him that you have some experience with lead generation, qualification, scoring and nurturing based on some of the course work you did in your graduate certificate program at Fanshawe College.Rick ends the meeting by telling you he wants to see you back in his office next week with a draft plan for how you would do this if you were in charge! This is your opportunity to not only impress your new boss, but to make a significant positive impact on your business and help it grow. Your Plan After some thought, you begin to develop your plan. You break your plan into $4$ functional areas;$1)$ How to generate more leads? Please brainstorm and generate at least $5$ ideas that will help Sell$-$to$-$ Win to generate more leads. This plan may want to include a discussion on the target customer profile and what you perceive to be the buying process that customers looking of r training programs go through$\mathrm{.}2)$ How to qualify those leads? Please establish a plan for how you will evaluate leads to determine which leads are qualified and which ones are not. You may include what pieces of information or questions are important to you$\mathrm{.}3)$ For leads that come through his website specifically, how would you recommend they identify and gather information about those leads. You may want to include a mock up of a scoring process and how you would propose to score those website leads complete with at least $5$ components and their associated points value$\mathrm{.}4)$ Once leads are scored, please develop a process for what to do with those leads. Which leads are passed onto account managers to contact? Which leads are nurtured through some sort of communication process? Which leads are eliminated? For leads that are to be further nurtured, please describe at least $2$ things you might do as part of your nurturing process to move them to a higher score and onto account managers? You may want to add some sort of flow chart or diagram here to visually depict how leads move through your process.