Leads: 10 Mistakes that Most People Make

A Guide to Business Sales Leads

It used to be that the sales and marketing departments of a company did not see eye to eye on issues, but today, companies that are forward thinking have gone over these squabbles. What happens in this case is the people from marketing are insisting that sales are not using the leads that they are giving them and thus is wasting all their effort, and sales, on the other hand, accuses marketing of giving too many leads that do not hold a real buyer because of their wide area of coverage. Result! It is hampering the progress of the company. Because of this situation that worst thing that can happen when this remains unresolved is that the real leads are not recognized and eventually fall into the crack.

To help remedy the situation, there is a need to bridge this breach between sales leads and marketing leads, and this is very important. Bridging this gap can be difficult for the old platform where the company is supreme because of the scarcity of products and services available to consumers but with today’s paradigm shift, the customer is already the master, because of the numerous choices available to him to answer his particular needs. In this old platform, the marketing department seeks new sources of leads and crafts messages so that people will be interested in the company’s particular product or services from many sources are possible while their sales department looks for ways to advertise the features that the company’s products bring and to enforce what the marketing people have initiated. However these are two different strategies and for marketing, it is more an experimental frame of mind, while for sales, it is constantly hunting for more features to close the sale. Those two functions cannot however be coordinated.

Today, marketing, in the platform that appeals to a potential customer, by creating an indirect benefit so as to draw only those who are potential buyers of a particular company product or service, can acquire leads that come from various sources or activities. The lead management team then gets these marketing leads, characterizes them, and subjects them to multiple sales stages so that they can arrive at a point where the potential customer becomes a real customer. And it is in this kind of context that you will find the cooperation of the sales and marketing teams working together as one. It is required for companies to have a leading edge customer relations management solution for sales and marketing to work in total unity.