[ Blog ] Lead prioritisation in Salesforce: a tail of two halves

How do you know when a lead is sales-ready?

Identifying when a lead is “sales-ready” is a constant challenge for sales and marketing teams alike. In a nutshell, lead prioritisation allows sales teams to concentrate on leads that are most “likely to buy” first. A lapsed approach to lead prioritisation can affect your business reputation and sales teams’ confidence, which often leads to a loss of revenue and lack of alignment between marketing and sales.

How can you identify when a lead is ready to buy?

Lead allocation increases the efficiency of sales teams by helping marketing to present sales with leads who are actively showing buying behaviour. By delivering leads straight to sales, they can avoid time-consuming tasks like prospecting and cold calling.

To start the process of lead allocation, you should consider:

  • How you alert sales about potential leads
  • How you manage the quality of leads
  • How many leads you need to hit your target

You may need to look at increasing activity at the top of the funnel to generate more sales-ready leads. Don’t be tempted to lower the barrier, as this will turn off your sales team along with the potential client.

To understand more about how to prioritise and allocate leads, read A Guide to Lead Prioritisation in Salesforce, where we explain how to eradicate lead generation challenges - resulting in a happier, more confident and more successful sales team.


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