TeneoTalent

Sales and Marketing Management: Lead Hand Off Process

February 11, 2013

By Townsend Wardlaw

The talented folks at Kuno Creative recently published an excellent article: Creating Lead Hand-Off Plans for Better Marketing and Sales Alignment.

This article highlighted the importance of alignment of marketing and sales to the success of lead generation programs. It focused on the interface between the two departments, specifically what happens when leads make the leap from ‘marketing qualified’ to ‘sales qualified.’ To summarize Dan Stasiewski: Sales and marketing need an agreed upon process for handing prospects from Hubspot to Salesforce.com (and sometimes back again).

According to the author, that process includes five primary steps:

Step 1: Clarify Goals
Step 2: Define Lead Stages Together
Step 3: Create Lead Scoring Criteria
Step 4: Develop Notification Process
Step 5: Prepare Processes for Returning Leads to Marketing

After reading the article, I left a comment suggesting an additional step was missing between numbers four and five.

To expand on this comment, let me present Step 4.5:

Read the complete article at townsendwardlaw.com

TOWNSEND WARDLAW IS SALES CONSULTANT WHO WORKS WITH INDIVIDUALS AND COMPANIES WHO ARE TRULY MOTIVATED TO CHANGE AND GROW AND ACCOMPLISH AMAZING THINGS.

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