Editor's note: Jay Hidalgo is – among other things – the Demand Gen Coach. He's spent over 20 years in the trenches, working hand-in-glove with with enterprise, midmarket, and smaller companies to develop and build buyer research, demand generation, database development, and lead management programs. In this post, he gives us dead-simple guidance for lead management, including what it actually is, and the steps you need to take to create a resilient process that leads to revenue. This post was originally published on his Demand Gen Coach blog. We are republishing with Jay's permission. –slx