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The Center for Sales Strategy Blog

What's a Marketing Qualified Lead? What's a Sales Qualified Lead?

sales qualified lead vs marketing qualified leadWhen it comes to lead generation, when does the marketing department’s role end and the sales department’s role begin? Very specifically, when should a lead be passed from marketing to sales?

This is a tricky question, and as with most marketing and sales best practices, it’s not always black and white. Every organization is different, and it’s important that your organization has it's own marketing and sales agreement plan that outlines in detail how you will qualify, distribute, track, and ultimately close your marketing leads.

Topics: lead nurturing lead generation inbound marketing lead scoring sales and marketing alignment

If You Forget About Lead Gen, You Can Forget About Growth

lead generation for sales growth

This article was originally published on Entrepreneur.com.

Topics: content strategy thought leadership lead generation sales and marketing alignment

How to Finally Align Sales and Marketing to Nab Great Leads

sales and marketing alignment to get more leadsThis article was originally published on Sales & Marketing Management.

Topics: sales strategy sales performance leads sales and marketing alignment marketing strategy sales leads

3 Reasons You Shouldn’t Rely on Your Sales Team to Generate Leads

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One of the first signs that a sales organization of a small company is growing and maturing is that they no longer rely on the sales team to generate leads. In the early stages of development, a new company requires that everyone “wear multiple hats”. Consequently, the salesperson usually plays the role of Chief Marketing Officer, Marketing Campaign Manager, and Business Development Specialist. It’s quite simple really—if the salesperson doesn't generate leads, no one will. But as an organization matures, the various Sales and Marketing disciplines should be divided as soon as possible. Not doing so simply makes achieving growth objectives more challenging and makes your life tougher than it needs to be.

Unfortunately, many organizations get stuck in this first stage of organizational development, and they continue to rely on the sales team to generate their own leads. Salespeople should really never stop prospecting. They should always be on the lookout for new business opportunities. But an organization that completely relies on Sales to generate leads are putting their growth objectives at risk. Below are three primary reasons why.

Topics: lead generation Sales sales and marketing alignment

Increase Your Marketing ROI With Our Newest Online Course (free for a limited time!)

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I can remember it so well—sitting in the grass with a bunch of other sweaty 5th and 6th graders, out of breath from running laps and drills. We were the St. Joseph’s soccer team, and we were great at running around and yelling and kicking the ball in the general direction of the other team’s goal. We were pretty good at joking around and drinking the Gatorade, too.

But this practice was a little different. Today, Coach Freer had a big pad of paper and a sharpie. She proceeded to tell us this fabulous story involving fullbacks, and halfbacks, and forwards, and strikers. And those white lines on the grass? She told us what they meant, too. 

“Whoa!” I said to myself. “There’s a strategy here, and a structure!”

This memory came back so clear to me this week, as I finished building our latest online course, the Lead Gen What & Why: Inbound. In presenting the top 20 terms related to inbound marketing and lead generation, a real structure, based on strategy, started to come into focus.

Topics: content marketing inbound marketing Sales sales and marketing alignment

5 Ways Integrated Marketing and Sales Strategies Boost Growth

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Sales and marketing have a long history of conflict. The most common scenario is that marketing teams complain about their hard-earned leads not being closed properly, while salespeople are unhappy with the quality of marketing leads. Having these two teams working together may not be an easy task, but it’s certainly worth it.

Your marketing team can track the online behaviors of your leads to warm up what would have otherwise been a cold call. All the while, data from your sales team can help marketing get a better idea of which types of leads will most likely convert into paying customers and what the most efficient communication channels are. Bringing sales and marketing together is paramount to the growth of your company.

Here are five ways an integrated approach boosts growth.

Topics: sales and marketing alignment