• Establish viable opportunities – through probing and solutions based questions • Contact prospective customers – engage directly with prospects through phone, email or other desk-based methods (such as LinkedIn messaging) • Evaluate quality of leads – qualify and score the viability of an interested lead by assessing the need, timing, upcoming & current investment plans • Identify key stakeholders – map key stakeholders within each prospective customer • Inform prospects - of Belden’s solutions and gauge interest in offerings • Score opportunities - Assess information gathered and score opportunities per a defined set of criteria (MEDICC Criteria: Metrics, Economic Buying Influencer, Decision Process, Identified Pain, Coach, Competition) • Implement and maintain lead generation strategies – design lead generation strategies based on pre-funnel performance from the Customer Relationship Management tool (Salesforce.com) • Handover scheduled leads - schedule a meeting and seamlessly hand off sales-qualified opportunities to our sales representatives for further discovery • Ensure continuous improvement - collaborate with marketing and sales to assess lead and opportunity quality, incorporate feedback and refine reach out processes as needed • Identify patterns of success and build efficiencies into efforts