The solution? Get aligned and stay aligned through continuous information sharing. Here are some tips: Create a Shared ICP: Work with both teams to define an ICP by balancing volume (i.e., how many leads marketing can produce) and quality (i.e., how many of said leads sales can actually close). Eliminate Data Siloes: Data siloes are a major problem. Marketing teams need sales data to understand who to target, their pain points, and what messaging resonates. Sales teams need marketing data to qualify leads and personalize their outreach. Centralize this data and give everyone access.
Automate Where Possible Automating routine, tedious, detail-oriented lead qualification processes is a fantastic way to boost efficiency while reducing errors. This frees up your sales team to focus on more important things—like making connections with leads and writing killer pitches. Start by identifying lead qualification processes and subprocesses you can new zealand phone number list automate. A great example of an automatable subprocess? Transferring data from your lead capture for to your CRM. with Vtiger, Salesforce, Hubspot, and other popular CRMs, so as you collect qualifying information, you can automatically transfer it to your CRM. To automate the entire lead scoring process, you can then set up scoring rules within your CRM.
As information is automatically added and updated, the lead scores will adjust accordingly. You can then even set up routing rules to direct leads to different sales personnel based on their scores. Monitor and Refine Your Results Accordingly Lead qualification isn’t a “set it and forget it” process. You need to constantly monitor your strategy to see how it’s performing and spot areas for improvement. How can you do this? By tracking metrics and making data-driven adjustments. Here are a few metrics (and what they tell you): Lead Conversion Rate (LCR) LCR is the percentage of your inbound leads that are qualified.