How can marketers help Sales quickly follow-up on leads?

Jignesh_Shah
Level 1

How can marketers help Sales quickly follow-up on leads?

Filling the funnel with qualified leads is a key Marketing responsibility. Equally important is making sure that Sales can quickly follows up on qualified leads.

This is easier said than done given the number of emails, notifications, phone calls & other interruptions the typical sales person gets hit with every hour.

, a former colleague and ace marketer, recently told me about his 'Rapid Response' system for lead followup - which he has shared here.

It made me wonder how other marketers help Sales quickly follow-up on leads.

I would love to hear how you get your most qualified and urgent leads the visibility and priority they need.

2 REPLIES 2
Anonymous
Not applicable

Re: How can marketers help Sales quickly follow-up on leads?

Here are some good readings from Marketo

http://blog.marketo.com/2013/01/why-salespeople-dont-follow-up-on-good-leads.html

http://blog.marketo.com/2011/06/how-does-lead-response-time-impact-sales.html

It's always good to show them the implication of not following up on well qualified lead.

Kristen_Malkov1
Level 7

Re: How can marketers help Sales quickly follow-up on leads?

I think that example is great, except when there are no SLAs in accordance with tasks. That solution implies a proper use of SFDC (ahem!) which means it's awesome in a perfect world.

I think SLA violations with interesting moments when they're violated are my favorite solution. Also quarterly sales surveys to receive their feedback about lead quality, marketing programs and overall communication always helps.