Sales+Marketing= Smarketing=Quality Leads Generation

In the last blog piece we told you what smarketing is, and how it can benefit you.  In the next couple of blog pieces, we will dissect the benefits offered by smarketing. Did you know that Smarketing can help you generate quality leads? Here’s how it works…

In most businesses, the sales teams find about 80% of the leads passed to them from marketing to be of poor quality. Talk to the sales head and she will say, “Marketing has no idea what we and the prospect are looking for. Most of their leads are not a good match for us.”  The marketing head will have a different story where the sales team is at fault for not pursuing the leads right. But, smarketing can resolve this issue by helping marketing generate QUALITY LEADS for sales.

Smarketing aligns your sales and marketing processes, putting both these important functions on the same page with respect to lead interest. That means both—the sales and marketing heads, get the same 360 degree view of the lead, thus ensuring there’s agreement between the two in terms of the lead’s willingness to buy.

 

Smarketing also allows marketing to nurture leads which are not ready to meet the sales team, thus ensuring that they are passed on to the sales team only when they are ready to make a purchase.

Net result: Only ripe leads (quality leads) are passed on to the sales team, while those with potential are groomed till they become sales-ready.

Up next: How Smarketing can help you close deals faster…