Lead Handoff: The Importance of Sales and Marketing Alignment
Posted: Wed Dec 11, 2024 10:00 am
Marketing teams' efforts to obtain qualified leads can end up being in vain if an appropriate lead handoff strategy is not established with sales teams. That is why it is important to establish joint strategies that not only allow for the transfer of qualified leads, but also to do so at the right time and with the relevant information to close the sales cycle.
The lead handoff process
Romance Marketing and Sales (1)
The process of transferring qualified leads or lead handoff can represent a challenge for many companies ; it is still common to find disconnected marketing and sales teams , who do not achieve a conversion rate in line with the investment and efforts to obtain data from potential customers.
While the sales process starts with marketing, without effective follow-up with prospects or delivery of user journey information to the sales team, it will be very difficult to achieve lead-to-customer conversion. So for the sake of the company, we need the romance between marketing and sales to last forever.
Reasons why lead handoff might be ineffective:
1. Marketing and sales teams don't have a defined process:
Both teams may be clear about which leads they're looking for, but if they don't have a defined process for delivering them, responsibilities could be left up in the air. Both teams need to be clear about their tasks to avoid list of telegram users in korea reprocessing. An efficient way to do this is through a CRM that automatically routes leads to the most appropriate sales rep.
As we mentioned before, if the transfer of leads is being done manually, you could be making the mistake of assigning a sales rep according to geographic location, a practice that may not be entirely strategic. Prospects should be assigned to the most qualified sales rep to carry out the conversion.
3. A marketing strategy that does not take sales into account:
Marketing knows better than anyone the journey of each user, what type of interaction they have had with the company and what kind of content they have had access to; but sales must also know the status of the lead to determine when to intervene.
4. There is no standard process for following up on leads
SLA
Many companies do not have a service level agreement, or SLA, that specifies when sales should follow up with potential customers. A well-established follow-up process determines the sales strategy for approaching the prospect.
The lead handoff process
Romance Marketing and Sales (1)
The process of transferring qualified leads or lead handoff can represent a challenge for many companies ; it is still common to find disconnected marketing and sales teams , who do not achieve a conversion rate in line with the investment and efforts to obtain data from potential customers.
While the sales process starts with marketing, without effective follow-up with prospects or delivery of user journey information to the sales team, it will be very difficult to achieve lead-to-customer conversion. So for the sake of the company, we need the romance between marketing and sales to last forever.
Reasons why lead handoff might be ineffective:
1. Marketing and sales teams don't have a defined process:
Both teams may be clear about which leads they're looking for, but if they don't have a defined process for delivering them, responsibilities could be left up in the air. Both teams need to be clear about their tasks to avoid list of telegram users in korea reprocessing. An efficient way to do this is through a CRM that automatically routes leads to the most appropriate sales rep.
As we mentioned before, if the transfer of leads is being done manually, you could be making the mistake of assigning a sales rep according to geographic location, a practice that may not be entirely strategic. Prospects should be assigned to the most qualified sales rep to carry out the conversion.
3. A marketing strategy that does not take sales into account:
Marketing knows better than anyone the journey of each user, what type of interaction they have had with the company and what kind of content they have had access to; but sales must also know the status of the lead to determine when to intervene.
4. There is no standard process for following up on leads
SLA
Many companies do not have a service level agreement, or SLA, that specifies when sales should follow up with potential customers. A well-established follow-up process determines the sales strategy for approaching the prospect.