Critical elements of a successful lead handover between marketing & sales

Posted November 2, 2021 in
Sales Sales
Hey everyone!

I'm in the process of building out a lead management program between marketing and sales. To make it the best it can be, I would love to get any input or tips that the community has on what steps should be included.

From my side, I want to make sure that there are clear expectations for marketing and sales stakeholders and that we have a full understanding of what success looks like.

Look forward to hearing your feedback on this!  
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Melissa Prickett
Anatoliy I  what CRM/tech stack are you using? Is sales and marketing both using the same tools or do you have multiple tools that integrate. Answer me that first and I would be happy to provide some more perspective.
Anatoliy I
Melissa Prickett  we are using Hubspot for both Sales and Marketing. Nice and simple :) 
Adam Stahl
That's a great undertaking! It sounds like you're already in the process of this but creating a more formalized Marketing to Sales Service Level Agreement (SLA) makes the expectations, definitions, and handoff (and follow up) process clear, referencable, and repeatable.

Here's some guidance and a template from HubSpot on Marketing & Sales SLAs --> https://blog.hubspot.com/marketing/how-to-align-create-an-effective-sla

And kudos again for driving this alignment at your company!

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