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It’s true - sales reps don’t need more marketing leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified marketing leads. In order for this to happen, marketing needs to create a lead list of qualified, high-potential opportunities that sales can close quickly and easily.
However, when companies evaluate marketing’s success by the size of the lead list they hand over to sales, the focus is on quantity and not quality. These companies do not have effective processes and methodologies to track anything other than the number of marketing leads generated and transferred to the company’s lead list and the associated cost. Many of these same companies fail to hold sales accountable for closing the qualified leads and for reporting back results that feed the marketing and sales model. The overall result is often wasted marketing dollars and wasted sales time.
Don’t Just Give Your Sales Force a Lead List, Give Them Qualified Leads
“Why Your Sales Force Needs Fewer Marketing Leads” provides valuable information about how to start managing and monitoring the leads on a lead list to save time and money. Learn why it is crucial for marketing to stop focusing on lead cost by creating comprehensive sales opportunity reports. Find out who should be responsible for lead filtration, qualification, and development, and how to stop the blame game between sales and marketing once and for all. And discover the top ten attributes of well-qualified leads that can help your sales team position themselves as knowledgeable advisors that have the tools to solve a prospect’s business challenges.
Click here to download the full article, and learn why your sales force really does need fewer marketing leads to close more business.
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