Unfortunately, sales and marketing tend to work in isolation from one another, rather than joining forces to help convert more leads into paying customers. First of all, most organizations have not properly defined their ideal customers and leads are handed over to sales too early. Second, sales too often jump the gun and add prospects to the pipeline without any form of pre-qualification process. The result? Low win rates, long sales cycles and abysmal forecast accuracy.
When can marketing hand over a lead to sales? What questions must your sales people ask, and answer, before converting a prospect to an opportunity that enters the pipeline? Under which circumstances can sales hand back to marketing for further nurturing? Do you have the tools in place to automate the handover points between sales and marketing, or are you seeing more and more opportunities fall through the cracks?
Membrain offers an opportunity to define your pre-qualification criteria and automate the handover points throughout the sales process – from lead to nurturing to close.
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A three-time Top Sales CRM winner, a Top Sales Tool for five years straight and named the Top Sales Enablement Technology in 2016, 2017 & 2018. Membrain is the only software named as a G2 Crowd High Performer in each of the CRM, Sales Performance Management, Sales Coaching and Sales Enablement categories.