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Did you know that leads that are properly qualified and nurtured by a qualified Lead Farmer™ can help your sales force close more sales? It’s true–when established properly, lead farming can interpret the leads brought to sales by marketing, bridging the gap between these two functions and turning raw leads into real opportunities. Without someone involved in the process who is experienced in farming leads, sales and marketing will never be able to see eye to eye. There is a fundamental gap between sales and marketing. Sales traditionally does not have the time to filter and qualify the leads given to them by marketing. On the other hand, marketing is focused on generating high volumes of leads. As a result, the valuable lead nurturing and qualification step is skipped by both departments and time is wasted on unqualified leads. A Lead Farmer can step in and cover this function, bridging the gap between sales and marketing, by lead farming - processing the large lead lists provided by marketing and delivering to sales a streamlined, targeted list of sales qualified opportunities. Your Sales Force Needs Lead Farming™: Here’s Why.A Lead Farmer is someone who can qualify raw leads, nurture lukewarm prospects into the “hot” category, and turn the developed, sales qualified leads over to the sales force for harvesting. A Lead Farming role is separate from a sales or marketing role. It requires different skills and different techniques. By working with someone who is skilled in farming leads, marketing and sales can focus instead on doing what they do best–building brands and closing business. The Lead Farmer takes care of what comes in between. PointClear knows that lead farming requires patience because harvesting a qualified lead can take not only skill, but time. But with this investment, the Lead Farmer can turn over qualified leads to sales, who can then move directly to closing the deal. |
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