advertise your website Login Registration
Submission Guidelines Recent Approved Articles Featured Articles
Submit Free Article
Home About Us Advertising GuideLines Do's & Don't T & C FAQ Contact us
  Home Business Articles
HostJinni Promotions
Articles Category
Arts & Entertainment
Computers & Technology
Food & Drink
Health & Fitness
Home & Family
Home Based Business
Home Improvement
Just for Women
Kids & Teens
News & Society
Online Business
Online Tickets
Real Estate
Reference and Education
Self Improvement
Sports & Recreation
Travel & Tourism
  Member Area
Author Login
Free Registration
Authors From Country
  Helpful Topics
How to Write Articles
Free Early Approval Tips
Why Article Submission
  Best of Webzine
Leader Board
Most Viewed Articles
Top Rated Articles
  WebZine Status
Total Articles -25430
Registered Authors - 4565
Featured Articles - 340
Articles added this
month - 0

Bridging Sales & Marketing For Effective Lead Generation

In lead generation it is important to define what constitutes a lead and have an agreement between Sales and Marketing. This is to ensure that that Sales and Marketing work in unison based on a common understanding of the term “lead”. There are some pointers which qualify a lead as a possible buyer for products or services, some of which are listed below.

Feedback on Quality of Leads
Basic feedback on a lead would mean reporting on whether a conversation with an interested customer occurred, if there is an interest and when the deal is closed. Additionally, how a lead performs over time (potentially months) is of interest and the lead’s reaction to all marketing touch-points is critical. Along with positive feedback, negative feedback is also required for the marketing department to further optimize the marketing automation process.

Input into Scoring Rules
For lead generation, feedback from the sales team on the quality of the leads should be used in refining the lead scoring rules. Asking the sales team for their criteria (for example, which lead source consistently delivers high-quality leads) should be mandatory for marketing departments. With a better lead score, sales team can focus on the promising prospects: this makes them more effective and also more likely to hit their sales target. This also gives sales a sense of ownership over the scoring criteria and reduces friction between the departments.

Input into Workflow
Similar to improving lead score calculations, the workflows can be optimized by repeating the events which have had a positive impact on the prospect and even improving the sequence in which the events are delivered based on feedback from the sales team.

Follow-up Handshake
Establishing specific lead follow-up expectations within sales department is important for marketing department in terms of the lead source or lead scoring. The expectation should include how quickly the follow up should occur, the methods of follow-up (e.g. phone, email) and the number of attempts to make contact.

Lead Capacity Model
This means determining how many leads the sales team can effectively follow-up on. If the lead volume exceeds capacity, then scoring & filtering leads becomes a key element in the process.

Returning Leads
It should not be solely the marketing department’s responsibility to take back leads. The sales team needs to be equally responsible for returning leads as ‘not sales-ready’, with reason for recycling, and pointers for the type of nurturing campaign required.

All the collaborative steps mentioned above are important, as at the end of the day, Sales would want a higher quantity of leads, which have a high potential to convert to sales. Marketing Automation projects are highly successful when treated as a joint project. Of course, the best way to measure the success of a marketing project is to get Sales to give a score card on how well Marketing did in terms of production of leads using Marketing Automation.

Like this article..? Rate it here:  Votes | Average: 1 out of 5  Votes | Average: 2 out of 5  Votes | Average: 3 out of 5  Votes | Average: 4 out of 5  Votes | Average: 5 out of 5     0 votes, average: out of 5    
About Author
Articles Stats
  Published Date - October 31 2011
  Total Views - 366
  Total Votes - 0
  Average Rating - 0
  Comments - 0
  Mr. Martin Well
Particular Article
Author Article
  • How Command Center Furniture Differs From Office Systems Furniture
  • [2013-09-09 ]
    Command and control environments that operate 7/24 require specialized furniture designed for those applications. The command center console, is designed for intensive use, has ergonomic features different from office systems furniture. Read More...
  • My Celebrity Dress: for you perfect dress
  • [2013-08-02 ]
    Searching for your dream dress for prom night? Choose prom dress hire from My Celebrity Dress. Simply head to for designer dress hire. Read More...
  • Choose a Reception Desk from reception desks online for a great first impression
  • [2013-08-02 ]
    Reception Desk by Visit their website today if you\\\\\\\'re looking for Reception Desks. Read More...
  • Overview of the Uses and Features of a Gas Booster System
  • [2013-07-14 ]
    Air-driven gas boosters are machines that are used for the oil-free compression of industrial gases, oxygen, and air. On similar lines, a gas booster system is a custom made assembly comprising a single gas booster or multiple gas boosters. Read More...
  • The Basics of Control Room Design
  • [2013-01-29 ]
    A control room is where man and machines interact to meet specific operational goals. For this reason effective control room design is paramount to its success. Read More...
  • Email Marketing Techniques for B2B
  • [2012-07-17 ]
    The different types of content that can be sent through email are newsletters, alerts, help docs, case studies, eBooks, etc. While providing them an opportunity to download and read the content, marke Read More...
  • Marketing Automation Solutions for B2B Marketing
  • [2012-06-23 ]
    B2B lead generation can be effectively leveraged with the help of intelligent marketing automation services. Marketing automation solutions and services provide the following benefits to B2B marketers Read More...
  • Importance of Marketing Automation in B2B Social Media Marketing
  • [2012-05-10 ]
    Social media marketing involves activities such as creating buzz in online social forums. So the primary purpose is buzz generation by replicating messages in different social mediums. In social media Read More...
  • Tax Increase for Companies Doing Business in China
  • [2011-11-16 ]
    Many international companies having operations in China are bound to be hit by the two new surtaxes that will affect their tax filings starting in January 2011. Read More...
  • Building a Constructive Relationship with Customers
  • [2011-10-31 ]
    Every customer wants personalized service. They want to be heard and want their feedbacks to be taken seriously Read More...
  • Bridging Sales & Marketing for Effective Lead Generation
  • [2011-10-31 ]
    In lead generation it is important to define what constitutes a lead and have an agreement between Sales and Marketing. Read More...
  • Optimizing the Customer Experience with a Robust Knowledge Base
  • [2011-10-25 ]
    Knowledge management is not merely a technology implementation. It provides the answers to questions and provides guidance on resolving issues as quickly as possible. Read More...
  • What’s in it for B2B Marketers..
  • [2011-09-01 ]
    One of the most important things for a B2B marketer to consider during the lead generation software is the prospect’s title. Read More...
  • Top 3 Website Must Do’s for Effective Lead Generation..........
  • [2011-08-04 ]
    A user friendly and dialog based layout is sure to catch the prospect’s attention. So, website layout should be kept simple and straightforward because prospects do not linger on sites that confuse th Read More...
  • Reverse Supply Chain – Bring Down Your Operation Cost with Reverse Supply Chain.....
  • [2011-08-04 ]
    An efficient reverse supply chain always accrues positive benefits to organizations that are following it. Read More...
      Submit Articles - Free Articles - Online Articles Submission  
      WebZine Articles ( is a registered trademark. All Rights Reserved. 2012