Pass Off Your Leads to Sales

Process Overview

<p>      Be sure your lead is ready to pass off to sales and not premature. Sales team members are normally lead-hungry       and will not be happy campers if they receive leads that aren't quite sales-ready. Lead scoring can help in order to        ensure this and make sure each lead is qualified. When you do pass off the lead, do so strategically...</p><ul><li>Score carefully and correctly based on the activity a lead acts upon in order to ensure the lead is not in need of further nurturing.</li><li>Ensure the marketing team provides proper and extensive information on the lead’s activity and background that they gathered during the lead generation and nurturing processes. </li><li>Ensure the sales team also researches the lead in order to gather as much lead information from both marketing and the internet in order to know as much about the lead as possible before contacting. This can include: business structure, current products/services, revenue model, and key decision makers. </li><li>Require that each lead has an immediate initial contact in order to avoid lapsing back into nurturing.</li><li>Consider providing incentives for the sales team to encourage them to pursue more heavily and follow-up more strategically.</li><li>There should always be at least a minimal level of follow-up in order to keep on the radar of the prospect before potential conversion</li></ul>