Lead Generation: Is it Sales or Marketing?

Sales lead generation is often associated with sales, while marketing lead generation is primarily concerned with marketing. Before a lead can reach sales, the marketing team must first qualify the lead as a marketing lead and then as a sales lead. Qualified leads are usually sent directly to the sales team for further action. Prospecting is an activity that is usually carried out by sales representatives, on an individual basis.

The goal of prospecting is to generate interest from potential customers who may not be aware of your company. This means that lead generation is the responsibility of both marketing and sales teams. However, why is collaboration between these two teams so difficult to achieve? In this article, we will discuss 23 lead generation content ideas to get you started. On the other hand, few of them mention the efforts of sales development teams aimed at attracting customers.

Aspects of your lead generation campaign should reflect everything else on your website, blog, and product that you will eventually try to sell. First and foremost, sales and marketing must agree on what constitutes a qualified lead, and when that lead should be delivered to the sales team. This is especially important since 96% of website visitors are not ready to buy yet. To profile and segment your leads, use demographics, firmographic, and BANT (budget, authority, need, and time) data. When your pipeline is in good shape and you want to keep it that way, lead generation should be your focus.

A prospect who shows more activity should be given priority over one who hasn't opened an email at all. Each of these examples shows that the amount of information collected used to qualify a prospect, as well as their level of interest, can vary. But looking at just the first or last touch to determine how your overall strategy works won't give you the full picture. The common wisdom is that it takes seven touches to turn a prospect into a sale. Whoever does this may be making up to 50 dials a day, beating the guardians with the goal of setting up first-time appointments with new leads to start the sales process and fill your sales funnel.

Leads qualified for service are contacts or customers who have indicated to their service team that they are interested in becoming paying customers. While some channels can produce immediate results (digital media), others such as content marketing (SEO, content strategy, social media) require some time before returning concrete results, but they can nevertheless generate much more long-term benefits. If you want to automate your processes, discover high-quality lead generation tools in this blog post. Just as sales and marketing must agree on the definition of a good lead, they must also agree on when that prospect should be sent to sales.

Jenifer Dockter
Jenifer Dockter

Devoted pop culture maven. Friendly tv practitioner. Award-winning pop culture aficionado. Amateur travel junkie. General twitter ninja.