Good leads are often lost during the handoff from marketing to sales.
Define stages together
Agree on subscriber, lead, marketing qualified lead, sales qualified lead, opportunity, and customer. Use observable criteria instead of opinion.
Share useful context
Sales needs source, campaign, pages viewed, form answers, company information, pain point, and requested next step. Put this context in the CRM.
Create routing rules
Route leads by geography, company size, product interest, language, or territory. If manual routing is required, assign a daily owner.
Review metrics
Track response time, acceptance rate, qualification rate, meeting rate, and closed revenue by source to improve the handoff over time.
