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

Maintaining Consistency of Publishing is Key to Small Business SEO Suc... Long Term Consistency Trumps Short Term Intensity If you don't believe, read the quote by Bruce Lee. However without being told we all know the tr...
Inbound Marketing Creates Top of Mind Awareness At Buy Time I'm going through a collection of marketing quotes and I came across this one: Instead of one-way interruption, web marketing is about delivering usef...
The Biggest Problems with Lead Generation through Social Media Marketi... The Biggest Problems with Social Media Marketing When you pay attention to the hype, you would think social media marketing attracts huge amounts of ...
San Jose SEO Generates Business Leads via Inbound Marketing There are a gazillion companies selling Local SEO Marketing, which is a form (maybe subset) of Inbound Marketing. You also find different companies c...
What matters when creating a B2B content? Here is the answer Are you struggling to piece together all the concepts needed to come up with a content marketing plan? In this article, we’re going to look at how ...

Leave A Response

* Denotes Required Field