How Does Your Marketing Department Hand Off Sales Leads?

by | May 9, 2012

I’ve been around this crazy business for over 35 years, and one of the biggest issues still today is handing off leads from marketing to sales. You would think that with all the technology today it would be easy, right? Not the case!

Several years ago, marketing would generate leads for various sources and pass them onto sales for follow-up. Then one day someone from the C suite asked how much new business are we getting from our promotional efforts? Marketing said we developed X amount of leads and Sales would say they were all crap. Obviously the finger-pointing wasn’t going to solve the question of how much new business are we getting.

Thus started the process of lead management, qualification, nurturing and at some point turning it over to sales with a little more history behind the leads than there were several years ago. Russ Hill from Ultimate Leads calls it the “Transition Zone.” It is the place in time where marketing hands off the lead they so carefully nurtured to sales to close the loop. But in order to do it successfully, you must have a process  that everyone is in tune with, and sales needs to make sure to keep info on that lead current in your lead database so we know when a new customer has arrived, from where and what they bought.

A good follow-up marketing system should have three attributes:
1. It should be systematic.
2. It should generate consistent, predictable results.
3. It should require minimal physical interaction to make it run.

What are you doing to ensure you’re getting the most out of your leads?

If you like this post, you might want to read:

Where Are Your New Business Prospects in the Selling Cycle?

How Many Calls Does it Take to Make a Sale?

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