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

Seeking Funding for Your Startup Starts with Customer Traction and Rev... Another Investor Pitch Event On Wednesday I attended another pitch event. This one was scheduled by Idea to IPO and the entrepreneurs were pitching t...
Generating Small Business Leads via Local SEO Marketing It's an accepted narrative that the "big box phenomenon" is here to stay. To be competitive in any industry, you must achieve economies of scale and i...
What is Your Best Tip for Content Freshness in Blogging for Your Busin... In short, the best tip is to look at Content Marketing as if it is journalism, rather than thinking of it as "just" marketing.Content marketing is...
Implementing Your Small Business Sales Funnel on Your Website via Call... The prior post described what sales funnels are and how the people who know yours best are our customers. To read that post select the link in the pri...
Inbound Marketing is Lead Generation thru Blogging for Business Inbound marketing is where you make it easy for your prospects to find you via organic search, as compared to you having to constantly hunt for prospe...

Leave A Response

* Denotes Required Field