Welcome back to our blog series on lead management. Last week, we saw a general, big picture overview of the seven key stages that make up the lead management process. This week, we’re going to dive deeper into the first of those key stages: reaching an agreement on the definition of a qualified lead or sales ready lead.
Stage 1: Reach agreement on the definition of a qualified lead or sales ready lead
A clearly defined sales ready lead definition ensures that only high-quality leads are passed from Marketing to Sales. All to often, however, Marketing is working with one definition of a sales ready lead while Sales is working with a completely different definition. It’s important for Marketing and Sales to come to an agreement on what a sales ready lead is so that Marketing will pass on usable leads to Sales.