5 Lessons Learned: Leads

How Marketing and Sales Leads Should Be Used in a Company

It used to be that the sales and marketing departments of a company did not see eye to eye on issues, but today, companies that are forward thinking have gone over these squabbles. This idea where “marketing” asserts that “sales”is not following up the leads that they are bringing in and is therefore wasting their efforts, while “sales” who tries to follow the strategy that has been put up by “marketing” will claim that “marketing” is providing too many leads that just do not hold a real buyer, since “marketing” is placing a very wide area of coverage. Result! It is hampering the progress of the company. And the worst thing that can happen is the effects that it bring which is a situation which is unresolved where real leads will sometimes get lost.

To help remedy the situation, there is a need to bridge this breach between sales leads and marketing leads, and this is very important. But adopting this kind of solution in our olden platform where the company has the supremacy is difficult because only certain products and service are up for grabs, as compared to our present day paradigm shift where the customer – here and now, are the master; since there are already numerous choices and solutions that are available to a particular need. In this old platform, the marketing department seeks new sources of leads and crafts messages so that people will be interested in the company’s particular product or services from many sources are possible while their sales department looks for ways to advertise the features that the company’s products bring and to enforce what the marketing people have initiated. You can see clearly that the two departments have two different strategies, the marketing is more of an experimental frame of mind, whiles the sales department constantly hunts for more features so that they can close the sale. There is no coordination between these two functions.

Today, marketing, in the platform that appeals to a potential customer, by creating an indirect benefit so as to draw only those who are potential buyers of a particular company product or service, can acquire leads that come from various sources or activities. And this is often paired with lead management, who now takes it into their hands to characterize each potential customer and then use these inputs by subjecting them to a multiple sales stages in order to arrive to a final juncture where sales is finally transacted. And it is in this kind of context that you will find the cooperation of the sales and marketing teams working together as one. You can get your sales and marketing teams work in one accord if you use a leading-edge customer relation management solution.

Advanced reading: How to Achieve Maximum Success with Companies