Sales and Marketing Leaders Want to Convert More Sales Prospects
To convert more sales prospects you must first understand that not all prospects or leads are created equal. Some are the key to value and solution selling success; others are not. Too many sales and marketing leaders treat all leads with the same amount of time, attention and effort. This undisciplined approach is bound to disappoint.
Defining Marketing and Sales Leads to Convert More Sales Prospects
To set your sales and marketing teams up for success, we recommend starting by defining two main types of leads.
The Job of Marketing
We believe it is the job of marketing to create brand clarity, drive brand awareness, and generate consistent marketing qualified leads that have a high likelihood to turn into sales qualified leads. In short, marketing should help set the stage to convert more sales prospects into buying customers.
The Job of Sales
We believe it is the job of sales to convert more sales prospects into buying customers by turning marketing qualified leads into sales qualified leads – that turn into profitable customers. Top performing solution sellers excel at conversion.
The Bottom Line
To convert more sales prospects into paying and satisfied customers, focus on the quality (not the quantity) of your leads. Marketing to or following up on unqualified leads that do not match your unique value proposition can be a total waste of marketing and selling resources. You will know you are on the right track when you increase the percentage of marketing leads that are accepted by sales and that convert into customers.
To learn more about taking your sales performance to the next level, download 15 Sales Warning Signs Your Sales Team is Headed in the Wrong Direction
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