Did you know that a sales and marketing alignment makes companies 67% more effective at closing deals?
At the heart of a sales and marketing alignment is one main thing: Sharing a definition of a qualified lead.
As a marketer, you might have an idea of what makes a lead qualified. Maybe already you've felt excited about passing a great lead off to the sales rep... only to see the sale flop or the rep be disappointed.
What went wrong?
Here's what your sale reps are really looking for in great leads, and 3 main acronyms to include in your lead scoring process. Each acronym is a crucial step in qualifying leads to make sure you and your sales team have the same expectation for what makes a lead "qualified."