
How To Optimize The Transfer of Leads Between Marketing and Sales
Historically, the biggest cause of conflicts between marketing and sales can be summed up in one word. Leads. Marketing generates leads. Sales determines that most of these leads are not qualified. They tell the marketing department that they need more leads. The marketers say, "Why don't you use all the leads we've already given you !?" And so it goes on.
Establishment of criteria for leads and SLA
When it comes to sports, we not only ask the athletes to play fairly; we create rules and use judges. Similarly, companies cannot expect their sales and marketing departments to work well without guidelines or objective third parties. The first step, which most organizations have already taken, is to establish a common definition of what a qualified lead means. It is of the utmost...