|
|
Like this article? PLEASE +1 it! |  |
|
Judicial Branch Needed to Keep Sales Lead Management Honest
| Guest post by: Dan McDade |
Article Overview: Marketing and sales need a "judicial branch" to keep everyone honest: In the ideal sales lead management process, marketing defines the target market, the offer, the message and the media necessary to cost effectively generate the number of leads required by sales to meet revenue goals. As a "check and balance," sales must evaluate and accept or reject marketing's leads and marketing should be evaluated accordingly.
 |
Free Download - Marketing Tip: If You Only Do One Thing, Qualify Your Leads By Dan McDade |
Judicial Branch Needed to Keep Sales Lead Management Honest
Marketing and sales need a "judicial branch" to keep everyone honest: In the ideal sales lead management process, marketing defines the target market, the offer, the message and the media necessary to cost effectively generate the number of leads required by sales to meet revenue goals. As a "check and balance," sales must evaluate and accept or reject marketing's leads and marketing should be evaluated accordingly. This step ensures that marketing does not simply load the pipeline with low-level leads. Instead they must provide sales with legitimate, closeable sales opportunities.
Sales can either accept or reject leads on a lead-by-lead basis, and then convert the leads to revenue (or not). Once a lead is accepted by sales (the lead advances from marketing qualified to sales accepted), marketing's responsibility for the lead ceases (unless it requires nurturing or reheating, but that is not a marketing or sales responsibility and a whole different story).
For this process to actually work, organizations require a judicial branch comprised of senior sales and marketing executives, if not the CEO. The judicial branch is required to assess leads that have been rejected by sales, but "appealed" by marketing to ensure opportunities are not being squandered. This same team should evaluate sales effectiveness in lead follow-up.
I find that the missing ingredient in many organizations is a "judicial branch". The judicial branch could keep everyone honest. Unfortunately, this is not often done.
Appealing Your Property Taxes in District Court
Sales Training Courses that Bring Lead Generations to Life
Minnesota Foreclosure Laws
360 Degree Appraisals
Opening a Branch Office – Options & Considerations
Extraordinary Self Leadership Means Exceptional Time Management
What Every Sales Leader Should Learn from Moneyball
How 'Hiring Now' Is A Hint You Have Problems
Sales Training, without supporting Sales Management Training,
10 Steps to Create More of a Sales Culture
Marketing Tip: If You Only Do One Thing, Qualify Your Leads
The "Never Play Favorites" Myth
Is the U.S. Government or a competitor in charge of the Congressional hearings involving Toyota
Leaves in the river.
How To Help Employees To Be Happy At Work
Management Skills That Drive Performance
Consultative Selling Won't Fill Your Pipeline
What Cold Calling Business Lead Management Can Do For Your Business
Mind mapping A fun way to start on your business plan
How to Beat a Sales Slump
Article Tags: Marketing Sales Alignment
Referred by: http://www.findnewcustomers.com
|
About the Author: Dan McDade RSS for Dan's articles - Visit Dan's website Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide. In addition to serving as president and CEO of PointClear, Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue. Prior to starting PointClear, Dan served as president of UST, The Business Marketing Group, a high-tech B2B marketing services firm. The company, serving leading technology companies including Sun Microsystems, Texas Instruments, Oracle and SAP, grew over 500% during his tenure. From 1989 to 1991, Dan was an independent consultant providing direct marketing, telemarketing and new business development consulting services. Clients included Sears, Exxon, Rodale Press, R.J. Reynolds, and The Ritz-Carlton. Dan also served as vice president of marketing with Jackson & Perkins in Medford, Ore. Dan is chairman of the board of the Technology Association of Georgia (TAG) Education Collaborative, an organization promoting STEM (science, technology, engineering and math) education in Georgia's middle and high schools. He is a member of TAG, and also serves on the boards of TechAmerica Southeast (formerly AEA); the Business & Technology Alliance, a TAG society; and TAG Marketing. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009 and 2010. Dan is also the author of ViewPoint | The Truth About Lead Generation, a blog exploring issues related to B2B sales, marketing and lead generation. Click here to visit Dan's website   Lead Generation Best Practices Measure Beyond CostPerLead Outbound vs Inbound Marketing Whats the Right Lead Generation Mix Sales Process Even a Man Lost Knows Where He Wants to Go Lead Generation Best Practices Multiply TouchesMediaCycles Lead Generation Best Practices Dedicate Qualifying Resources |
Related Forum Posts
Re: EC Forum Badge?
- Honest mistake!
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Seek Venture Capital & Funding
- Hello,
Greetings from India.
I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample.
I have a basic outline for an offshore company.
1. Technology - like Microsoft Dot Net, Java, LAMP
2. Talent Team - Found Good Technology Developers.
3. Where I can get the leads/potential customers - Leads have been identified who are willing to move forward offshore projects.
4. I do not have resources like funding. It is a very critical factor to me
Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc.
Services: Offshore Software Development Company.
Offices to be located: Hyderabad, Andhra Pradesh, India and USA.
Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain.
Seek your further questions and help.
Thank you,
Best Regards, Jayapratap.
No B.S. Time Management
- A great book I read on Time Management is No B.S. Time Management for Entrepreneurs by Dan Kennedy.
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
Attitude is Altitude
How To Use Carbon Copy Pro As A Strategic Tool For Your Business
Best Automated Forex Trading Strategy
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.