The phase in which prospects move through the funnel is often referred to as 'nurturing'. Most business buyers are looking for sellers who provide reliable advice and are aware of specific needs and sectors. Ideally, prospects only get the information and sales support they need when they need it. With a prospect's position in the funnel, you can determine what kind of campaigns you should run and how often you should run it to capture or retain their interest. In addition, it allows the sales team to prioritize leads or choose the best answers if prospects have questions or concerns.
Aligning marketing and sales in the sales funnel not only aligns teams — it improves bottom line,” said Mathew Sweezey, Principal of Marketing Insights at Salesforce. His view is confirmed by a study by SiriusDecisions , which shows that brands with well-aligned sales and marketing activities achieve 24% higher Israel phone number list sales growth and 27% higher profit growth over three years. The three most important components of successful marketing and sales alignment are a common language, jointly created shared programs, and a policy to honor service agreements. First of all, a common language must be established so that marketing knows when to transfer a lead from marketing to the sales funnel.
There are two terms "marketing-qualified lead" (MQL) and "sales-qualified lead" (SQL) or "sales-accepted-lead" that should be used across all sales funnels to keep both teams aligned. If marketing has a lead ready to talk to sales, the lead should be marked as an MQL. thinks it has reached the point where sales need to take over. If sales agree, they accept the lead and move it from MQL to SQL (or SAL) and the transfer is complete. If not, the lead goes back to marketing. The definitions of MQL and SQL (SAL) must be stated and agreed in a service level agreement (SLA). The SLA describes the conditions of the cooperation between sales and marketing.