How to define a quality lead with sale and marketing alignment

How to identify a quality lead with sales and marketing alignment

Without a shared definition of a qualified lead, sales usually complain marketing people are sending them leads that are not ready.

A qualified lead is when the marketing people determines that a lead is ready to be passed to sales people.

Establishing the definition of a quality lead to small businesses needs a cooperation between sales and marketing people.

The definition must/should consider demographic, situational, behavioral information and any other information that shows clearly why the lead is ready for sales.

So how do you identify a qualified lead?

Must be demographic fit

Check on the demographic parameters such as company size, industry, job title and geographic location.

Must demonstrate relevant engagement

Look at the leads activity history for example opening emails or downloading and eBook or attending a webinar etc. a qualified lead will display a productive engagement.

Must be ready to speak to sales

This will nurture confidence in your process.

The following are the steps of developing sales and marketing alignment.

Develop a qualified lead definition.

Your sales and marketing people must take their time in developing a qualified lead definition.

Refer to your buyer personas as a starting point.

Use your target buyer personas as a starting point for your qualified lead definition.

Set the demographic qualification.

Include company size, location, the buyer’s role, or industry etc.

Behavioral qualification.

Decide on the actions a buyer takes to qualify them to be passed to sales.

Defining a qualified lead, scoring, and nurturing them is a complex process. By implementing sales and marketing alignment, you will be able to come up with a streamlined results.

Learn more here…

Download the eBook: The 7 Fundamentals of Being Found Online

 

Related Posts

How Do You Generate Local Leads with Inbound Marketing? If you haven't heard that Inbound Marketing is the future of lead generation, then you've not been paying attention. I've even come across marketin...
Hard questions you need to answer before launching a newsletter Thinking about launching a newsletter? There are common mistakes small businesses make that drastically decrease our well their newsletters work fo...
What is an Inbound Marketing Campaign? How does it Generate Leads? Hubspot provides a definition that seems somewhat on target and somewhat off target. They define an Inbound Marketing campaign as.... concentrated...
ABCs of Inbound Marketing: Measurable and Effective Measurable Marketing This article is part of the larger series titled the ABC's of Inbound Marketing. For access to the entire series select the l...
Content Marketing Sustainability is in Question When You Fail to Under... Content Marketing is Sustainable A recent post for a digital advertising agency asks the question Is Content Marketing Sustainability In Question? T...

Leave A Response

* Denotes Required Field