Thanks for your comment and your four tips. One thing I'd like to point out is that they are not all that simple, but they are foundational for improving a company's lead management process. It's getting to agreement between all factions involved that causes the difficulty. Well, that and that companies really aren't all that sure how to define any of them to the degree necessary to make a difference in market approaches. I'm hopeful that's changing.
Thanks for your comment. I agree with Dan that the question isn't the best approach. From working with Brian I also know that his intention is that the question be answered, however how it's stated conversationally is more subtle and based on prospect conversational cues.
Good points, as usual. Perfecting the handoff process takes time and effort. Marketing teams rarely get their first attempts at lead scoring correct the first time out. For example, in my book I write about a company that discovered through sales feedback that they were waiting too long to hand off leads. They made some adjustments and found tremendous results by getting their salespeople into the process at the right time. I think the key is that we have to make our best case, put it out there and then monitor it like a hawk to make adjustments as we go. It's the idea that marketing automation doesn't actually create a set-it-and-forget-it process that has stumped some companies.
Thanks much for your comments!