All too often, however, the desired positive effects of the inbound concept fail to materialize . The method severely limits the options available to companies and promises a lot - yet the numbers do not always add up. A clash occurs between marketing and sales, doubts about the other's work arise, and existing fronts may harden. Not infrequently, this is already due to a lack of clarity in communication. According to Jan-Niklas Frantz, many companies lack a clear definition of what makes a good lead. It is precisely this deficit in effective goal alignment that is the source of the problem. Without common processes, without lead scoring, without starting points for clear prioritization of leads, it is inevitable that leads fall behind in the nurturing process, become cold and fall out of the funnel.
Our experts see a first starting point in albania whatsapp data redefining the self-image of marketing employees . They are the ones who spread the magical spark that attracts attention, turns strangers into leads and makes it possible for sales to contact them in the first place. Marketing must see itself as a sales enabler - as an engine that not only sets the entire nurturing process in motion, but also determines how this path can continue.
Companies today face a major challenge: they must ensure seamless communication between the marketing and sales departments. Marketing and sales must be managed end-to-end, and in marketing in particular, the question of which measures can improve sales conversions further down the funnel must be omnipresent.
The following questions are the key to effective collaboration in terms of marketing and sales alignment:
Where does a lead come from?
What information needs to be requested?
What is the history of a lead? Which forms and websites were filled out or visited?
At what point in the nurturing process is a lead ready for sales? When is the optimal time to hand it over?
What does the follow-up process look like and how can marketing support it with additional content?
Where is the lead in his buyer's journey?
What is his email and social media behavior?
What conclusions can be drawn in sales that are relevant for marketing?
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