Marketing and Sales teams may assess lead quality differently. To turn this into an advantage for sales growth: ?? Understand the rationale behind each department’s criteria. You’re working with professionals, so it’s important to take their perspectives into account. ?? Hold a joint meeting to align on shared criteria that contribute to the ultimate commercial goal. This ensures both teams are working towards the same objective. ?? Implement a tracking system to monitor conversion rates of leads that meet the agreed-upon criteria. After a reasonable sales cycle period, analyze the results and adjust as needed.

-Define Common Goals: Set shared objectives that both teams can work towards, ensuring everyone understands the bigger picture. -Create a Unified Lead Qualification Criteria: Collaborate to establish clear and agreed-upon criteria for what qualifies as a good lead. This helps both teams focus on the same type of prospects. -Regular Communication: Schedule regular meetings to discuss leads, share feedback, and make adjustments to strategies based on what’s working. -Use Technology: Implement a shared CRM system to track leads and monitor their progress. This keeps everyone on the same page. -Training and Support: Provide training sessions for both teams to understand each other’s processes and challenges better.

O ambiente de vendas é naturalmente dinamico, por estar na linha de frente, ouvindo diretamente as dores e expectativas dos clientes. Embora o alinhamento de critérios entre marketing e vendas seja crucial, o verdadeiro diferencial está em promover a imers?o do marketing na rotina comercial. Isso cria uma cultura 'sales-driven', que impulsiona o sucesso da organiza??o.

From my experience, to align sales and marketing on lead qualification, we'll establish a shared lead scoring model, using both quantitative and qualitative criteria. Regular communication and collaboration will ensure we're all working towards the same goals

Listen to both sides to understand the "why" and create an objective approach that lets the data do the talking for questions that actually move the needle. Qualification should be as short as possible from a human, so leverage technology to help out. Ex. If you need headcount use Sales Nav, don't ask. Also, keep in mind inbound and outbound criteria will be different so you cannot treat all qualification the same.