There are good reasons NOT to give all your raw digital inbound leads to your Sales teams or Channel Partners.
Okay, so you’ve spent your marketing budget in digital demand generation and every time you identify someone who’s shown interest in your company products, you pass it quickly onto the sales team and tell them to get to it.
Right? No, absolutely wrong. In fact, large percentages of marketing budgets are burned by not closely examining inbound leads. With this approach you will be wasting time, effort and also failing to fully exploit all the opportunities to make profitable sales.
So, what’s the answer, what’s the way you can ensure that every lead is properly recognised for its value and potential to the company? It’s simple, make use of to fully qualify these leads and consider the following: