When you ask your sales team, “What is a lead?”, what answers do you get from them?
Are they contrasting answers or are they mostly the same? Do these differing answers stray from your business objectives and needs?
If you polled 10, 100, or even 1,000 companies, you would hear very different definitions of “lead,” but the definition of a lead should be the same within your organization.
Your lead definition should be based on your own unique organization’s structure and needs.
It shouldn’t be generalized or pulled from a credible website without internal tweaking. Use general definitions (for leads and opportunities) as a foundation to build your own unique organization-wide definitions.
While it’s even encouraged that different companies have different lead definitions, when it comes to moving through the sales cycle, following your marketing strategy, and succeeding with conversion points, your sales and marketing teams need to be on the same page.
Your sales and marketing teams should be working towards the same lead goals, which starts with filling the sales funnel. This shared objective will help you identify who is responsible for which aspects of filling the funnel.
What company doesn’t want to convert more leads to opportunities?
That’s why our team is ready to help your sales and marketing teams become aligned, take advantage of key technology like CRM and marketing automation to help you meet all of your goals, define leads and opportunities for your organization, produce more marketing-qualified, sales-ready leads, and so much more.
We want to help you:
Understand the differences between marketing-qualified leads (MQLs) vs. sales-qualified leads (SQLs)
Learn how to score with lead scoring
Learn how to leverage a lead nurturing strategy to drive business success
Track and evaluate the lead conversion process
Use analytics to benefit your tracking conversion process
Create a winning, collaborative sales & marketing team