You know what qualified sales leads are, but if you asked your sales account managers and corporate executives, would they have the same definition of a qualified lead? Probably not.
If qualified lead generation in a business-to-business marketing-for-leads program is to succeed, marketing, sales and corporate management must share a unified definition of qualified sales leads. If you all agree from the start on what a qualified lead is, the marketing team stands a better chance of generating leads that will be valuable to its sales managers and associates.
It's important to confirm the qualified-leads definition, in writing, with all parties. This definition is different for each company, so you must do some work to define View the rest of this article
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