Far too often, sales qualified leads lose traction when they're handed off between inbound marketers and sales teams. How does this happen? More importantly, what can you do to limit this drop-off for your business, or avoid it altogether? A lot of the problem comes down to one major factor: the misalignment between marketing teams and sales staff.
Qualifying leads and giving them access to the right resources at the right time can ultimately resolve this issue, but that's not possible without due effort from both sales and marketing. For the best results, both teams must work together to define what makes a sales qualified lead, well... sales qualified.
I go in-depth into merging marketing and sales efforts in the ninth installment of our informational inbound marketing series, #askinbound.
Erasing the Disconnect Between Sales and Marketing
Sales and marketing shouldn't have to butt heads over lead qualification. Establishing criteria for sales level agreements (SLAs) makes the hand-off between marketing and sales, as well as following up with those leads, surprisingly simple. Learn how to recognize sales-ready leads as they trickle through your funnel, and supply the sales team with this information as it comes. Remember to keep track of:
- Downloaded eBooks, whitepapers and other materials from you content library
- Landing page visits and conversions
- Lead engagement
- Outreach to your business (such as in the form of a free consultation or review)
Should location be a factor when shopping for a marketing agency to help your business? Check out our previous #askinbound episode, "Does Location Matter When Hiring an Inbound Marketing Agency?"
Having trouble getting your inbound marketing gears turning? Learn how to hit the ground running in our #askinbound episode, "Where Do I Start in Inbound Marketing?