MTOTW #48: A data-driven approach can improve communication and alignment among members of your team, especially within your marketing and sales teams. A few key metrics and the right tools can help strengthen your lead generation and follow-up processes.
First, your marketing and sales teams should agree on what qualifies a lead to move from marketing to sales. If you use a CRM, set up an automated lead scoring system to help identify these criteria and discover sales opportunities.
Regularly tracking and evaluating metrics such as total leads, qualified leads, conversion and close rates, and the average time a lead spends in the pipeline can improve cooperation and efficiency.
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