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• Lead Qualification - resolving the conflict between sales and marketing

• 
  Ashutosh Bijoor

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  Lead Qualification - resolving the conflict between sales and marketing

  We just completed a study on the conflict between sales and marketing particularly in a B2B scenario. We have used the Theory Of Constraints evaporating cloud method to address the conflict and try to evaporate it.
  
  http://bit.ly/8T9wP
  
  Would appreciate your inputs.
  
  • 01 Sep 2009, 6:05 pm
  Ashutosh Bijoor wrote: > We just completed a study on the conflict between sales and marketing > particularly in a B2B scenario. We have used the Theory Of > Constraints evaporating cloud method to address the conflict and try > to evaporate it. > > http://bit.ly/8T9wP > > Would appreciate your inputs.
• 
  Guillem Abril

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  Re: Lead Qualification - resolving the conflict between sales and marketing

  Nice article, and very instructive.
  
  That's actually what most companies do, they have a set of criterias (based on lead to quote conversion ratios) to pre-qualify leads.
  
  But it still takes some effort from the sales force to qualify those before setting up a visit.
  
  And there's also a point of conflict in Intl' big companies: cultural treats. So a High Ranked Lead of a specs brochure download meaning that an engineer is sincerly considering to purchase that product in Spain might just imply that he was curious...do you follow me?
  
  Regards,
  
  Guillem.
  
  • 06 Sep 2009, 6:15 pm
  Guillem Abril wrote: > Nice article, and very instructive. > > That's actually what most companies do, they have a set of criterias > (based on lead to quote conversion ratios) to pre-qualify leads. > > But it still takes some effort from the sales force to qualify those > before setting up a visit. > > And there's also a point of conflict in Intl' big companies: cultural > treats. So a High Ranked Lead of a specs brochure download meaning > that an engineer is sincerly considering to purchase that product in > Spain might just imply that he was curious...do you follow me? > > Regards, > > Guillem.
• 
  Ashutosh Bijoor

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  Re^2: Lead Qualification - resolving the conflict between sales and marketing

  Thanks for your response, Guillem
  
  You're right about cultural factors playing a role in qualifying leads. It surely is important to be clear about the definition of a qualified lead, and your comment only goes to show that such definition may not be universal. We may have to change definitions based on the demography to which the lead belongs to, among other factors.
  
  Regards
  Ashutosh
  
  • 06 Sep 2009, 7:07 pm
  Ashutosh Bijoor wrote: > Thanks for your response, Guillem > > You're right about cultural factors playing a role in qualifying > leads. It surely is important to be clear about the definition of a > qualified lead, and your comment only goes to show that such > definition may not be universal. We may have to change definitions > based on the demography to which the lead belongs to, among other > factors. > > Regards > Ashutosh
• 
  Guillem Abril

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  Re^3: Lead Qualification - resolving the conflict between sales and marketing

  Hey,
  
  The formal definition is Ok, but the criterias might change depending on local culture. But that's on the BI field more than Sales itself.
  
  I've recommended the article to all of my peers.
  
  Regards,
  
  Guillem.
  
  • 08 Sep 2009, 11:32 pm
  Guillem Abril wrote: > Hey, > > The formal definition is Ok, but the criterias might change depending > on local culture. But that's on the BI field more than Sales itself. > > I've recommended the article to all of my peers. > > Regards, > > Guillem.