I have questions…there must be answers?

To truly optimize sales and marketing departments, a system of checks and balances is required to monitor the divergence or intersection between the two departments – the place where qualified leads are passed to sales for follow up.  The problem is many issues tend to come up in this space.  Did marketing send the appropriate leads to sales?  Did sales follow up?  How long did it take for sales to follow up and what were the results of those follow ups?  Management requires answers to questions like these in order to identify where inefficiencies or disorganization exist in their pipeline.  Furthermore, wouldn’t it be particularly valuable to have historical insight into the outcome of every follow up to identify trends in the marketing qualification and sales follow-up processes?

What if you could not only have visibility into all of this activity, but also take the human component out of the equation and automate the process of intelligently identifying, assigning, sending qualified leads over to sales?  As marketers, I’m sure you would certainly want to monitor this so you could gain visibility into the active responses and engage with sales accordingly if needed – while eliminating time consuming double follow-ups and stepping on toes between marketing and sales.

Additionally as a marketer wouldn’t it be helpful when sales disqualified a lead to understand why that lead was disqualified.  If marketers had easy insight into disqualification reasons, they would certainly be able to optimize their qualification and scoring criteria to eliminate disqualification.  As a sales person, this could improve my lead conversion, opportunity creation, and closed revenue!

You’ve got questions, we’ve got the answers.

Jay Jennison

About Jay Jennison

Jay works as a Corporate Accounts manager at Full Circle Insights and previously worked within the corporate sales division at Salesforce.com. He attended Duke University for his undergraduate and graduate degrees where he earned his Bachelor’s degree in History and Markets and Management and focused the subject of his Master’s thesis on developmental strategy for third-world economies.