When a lead is ready to buy? How do we know when is the right time to hand them over to sales so that they can close them as a customer? What happens if that contact isn't quite ready yet?
The key is to have tightly aligned sales and marketing processes and a trusting, open relationship between sales and marketing teams. This involves executive "encouragement", visionary thinking and a two-way conversation between sales and marketing ... a surprisingly tough call for some companies.
B2B organisations with tightly aligned sales and marketing operations achieved 24% faster three-year revenue growth, and 27% faster three-year profit growth (SiriusDecisions)
So why do so many companies admit to a difficult relationship between sales and marketing?
I don't believe it's about the people!
It's more about the data systems and processes..