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Explaining Lead Scores to Sales

November 23, 2012 By Josh Hill

When you have launched your scoring system, you should have a meeting or two with the sales team to review the scores and the process for handing off leads. You will accomplish two things with these meetings:

  1. Acknowledge Sales’ role, input, and help to improving the lead process. They will clearly see how your survey took in their ideas to improve marketing qualified leads (MQL).
  2. Sales will understand better what the data means for them, which should mean they can decide better how to prioritize leads and when MQL should be Sales Accepted (SAL).

Remember that sales people want leads they can close. They want to ignore other people as much as possible. The more they understand how you are helping, the more likely it is they will see your system helping them find the leads they want. It is a first step in many to building the sales-marketing trust required for revenue generation.

I wrote a short guide which you can modify to help sales people understand why and how you are doing things. Clearly your process will differ from my experience, so edit this as needed.

The Sales Guide to Lead Scoring [PDF]

Filed Under: Marketo User Guide

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