You're torn between marketing and sales priorities when qualifying leads. How do you find the right balance?

Align on the Ideal Customer Profile Marketing and sales teams must be aligned on defining the ideal customer profile based on factors like industry, company size, revenue, pain points, etc. This unified understanding of who to target ensures marketing attracts the right leads for sales to qualify. You can refer to frameworks like the Sandler Selling System which emphasizes early qualification of leads against specific criteria.

Two points here 1. you have to try and fail for a lot of leasd before you really understand what's best the more you do, the more data you've got, the more feedback you're getting and the more info each team can give to the other 2. Long sightedness relies on the right metric. You should be looking at basically LTV/CAC (lifetime value over customer acquisition cost) Basically, marketing hitting their SQLs found target doesn't help the company. Sales hitting their 'closed won' target doesn't help the company if they churn 2 months later Marketing needs to find leads then sales has to close them IF AND ONLY IF these leads will bring the most revenue to the company long term. So for that, you need to analyse over time..

Na minha experiência, alinhar metas claras e objetivas, mapeando o lead ideal baseado nos objetivos da empresa, o perfil do cliente, fazer classifica??o de todos os clientes e criar um funil de vendas para melhor direciona-lo, traz resultados mais consistentes.

Agree on Lead Qualification Criteria Jointly establish a lead scoring model that defines the marketing qualified lead (MQL) criteria for handing over to sales. Factors like demographics, behavior (e.g. website interactions), and buying signals determine if a lead is truly sales-ready. The MEDDIC framework provides a systematic way to qualify opportunities based on metrics, economic buyers, decision processes, etc.

Mostly yea, educate leads I prefer using lead magnets and separating by problem then creating (or sharing, but creating yourself is better) Gotta mix in a bit of social proof too But there's lots of ways to do it - none better I'd say that building your personal brand on linkedin Whatever you do, double down on what works And for what doesn't, change and try again

Personalisation isn't key Relevance, problem solving and intent data are key. I've sent non personalised email campaigns with 29% positive reply rate. Personalisation is AMAZING when done right, really it is AND you can use Ai or tools like lemlist and Clay to do that at scale nowadays. But most people don't personalise well (at all) and it's a myth that it's the most important thing. Relevance, problem solving, intent data.

When qualifying leads, prioritize genuine conversations over simply checking boxes. Delve into their team's challenges and future goals, actively listen by nodding, taking notes, and asking questions like, "Can you elaborate on that?" or "How does this impact your daily operations?" If something is unclear, ask for clarification—it shows your commitment. Detailed notes and follow-ups on unanswered questions are crucial for building trust and reliability. To further enhance your skills, explore sales methodologies such as MEDDIC, Sandler Sales Method, and Consultative Selling to tailor your approach for better results.

When qualifying leads, it's all about having genuine conversations. Instead of just checking boxes, delve into their team's challenges or future goals. Actively listen by nodding, taking notes, and asking questions like, "Could you expand on that?" or "How does this impact your day-to-day?" If something isn't clear, don't hesitate to admit it and seek clarification—it shows you're committed. Taking notes and following up on unanswered questions is crucial for building trust and showing reliability. To elevate your game further, explore sales methods such as MEDDIC, Sandler Sales Method, and Consultative Selling. These approaches can help you hone your skills and tailor your strategies for better results.

Leverage AI/Technology Intelligently Modern AI and sales engagement tools can enhance lead scoring, prioritization, routing and follow-up if implemented properly. Leverage technology for automating certain tasks but maintain human oversight, especially on high-value opportunities.

Developing a clear SLA(Service level agreement) in order to create clear and measurable objectives, goals, responsibilities(include individual and shared) in which both marketing and sales teams are aligned w.r.t timeline as well. Assigning KPIs that depict the contribution from both the teams play a crucial role

While quality and ROI are the most important measures of success in Lead Gen, Sales teams traditionally care about quality whilst marketing teams look more into lead quantity as a measurement of successful lead gen campaigns. In Sales - Conversion rates are the indicator of success while in Marketing - Generating more leads is.