Work closely with the inside sales and sales departments

[subornaakter20]

Lead nurturing requires cooperation between the marketing department and the inside sales and sales departments. Although it is the marketing department that carries out the nurturing, it is the inside sales and sales departments that ultimately approach the leads and aim to close the deal, so it is necessary to understand the lead information required by each department.

It is also necessary to have consistency in your interactions with customers. If there is a discrepancy in the information provided by each department, customers may become disappointed and high school senior mailing list leave. It is difficult to win back customers who have been lost, so be sure to share what information each department provides and how it is provided.



STEP 6: Define the completion of nurturing using scoring etc.
It is important to clarify at what state a prospect reaches that nurturing is complete and they are treated as a hot lead. In that case, it is a good idea to use scoring to quantify the willingness to buy by adding/subtracting points according to the lead's attributes, interests, and actions based on each stage of the customer journey conducted earlier. The scoring points are set according to the level of the customer's willingness to buy, and leads that reach a certain number of points or more are defined as hot leads and passed on to sales.

In addition, since the definition of a hot lead changes depending on the quality and situation of the lead, it is important for the sales and marketing departments to regularly share the situation and verify whether the current definition is appropriate. If such a definition cannot be established, it will become a matter of personal discretion, and leads that are not highly considered will be handed over to the sales department, so care must be taken.