Building a Successful Lead Handoff Between Sales & ...

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. Closed-Loop Process (Nurture) “Keep a closed-loop process where leads can be added to a nurture workflow (sharing content, updates, etc), if they are not ready to engage with Sales, have become unresponsive for X days, or have become a closed-lost opportunity.” 5 Mistakes to Avoid

   In Trigger-based outreach workflows

2. The “Sales Accepted Lead” (SAL) “Once the lead is accepted by Sales and becomes a SAL, the lead is formally handed off and becomes the responsibility of the Sales team -- what happens next is based on your SLA (not to be confused with SAL).” Lead-to-Opportunity Flow

   In Handoff ownership and SLAs

3. “Marketing has invested money and resources to generate qualified leads, but they are not always properly assigned to the Sales team and followed-up with.” On the other hand, account executives (AEs) complain because leads are too cold, not qualified, or they haven't been notified on time. Here we explain the different variables and factors that impact your lead handoff process, and walk you through the steps to implement a streamlined lead handoff and qualification process.

   In Handoff readiness criteria

4. The lead handoff process is one of the biggest bottlenecks for every company trying to grow their sales pipeline. Marketing has invested money and resources to generate qualified leads, but they are not always properly assigned to the Sales team and followed-up with. “On the other hand, account executives (AEs) complain because leads are too cold, not qualified, or they haven't been notified on time.” What we call “lead handoff” is the process of efficiently transferring qualified leads from the marketing team to the sales reps, in order for them to be qualified, nurtured, and converted into customers. When your company raises money, you can build a decent demand generation budget and start transferring some of the customer acquisition responsibilities to the Marketing team. In theory, when Marketing generates a qualified lead, it is assigned to the account executive, who qualifies it and converts it to a new customer.

   In Handoff readiness criteria

5. Round Robin: Leads are randomly assigned to the next sales rep on the list “Account-Based: SDRs and AEs are assigned to a list of target accounts” Territory: Reps are divided by region, state, zip code, area code, etc (avoid for as long as you can, useless complexity)

   In Account allocation and ownership

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