Comments on: Lead Qualification – Resolving the conflict between sales and marketing

By: jocelynbritto

jocelynbritto — Wed, 09 Sep 2009 15:51:18 +0000

Great discussion this, and Ashutosh thanks for the tweet. I am posting my message here The conflict, "pointing the finger " at each other between Sales and Marketing will continue.Passing the responsibilty and each others point of view on effectiveness of either team will always be. The pictures were really communicating, the evolving funnel shape says it all striking of all is the " diagrams of Lead qualitifcation and the nurturing process diagram".What I feel, suggestSwap the persons involved in the two teams; then converge the two teams into one working from one end-point ;Evolve the process to Identify, Qualify and then see the Leads convert to Income Revenues. Regards,jocelyn Britto@gmail.com

By: ashutosh

ashutosh — Sun, 06 Sep 2009 03:00:42 +0000

Thanks for referring Mark’s blog, Tabby!

His analysis of the lead qualification process is surely complementary and of tremendous value!

By: T A Balasubramanian

T A Balasubramanian — Sat, 05 Sep 2009 18:28:42 +0000

Hi Asutosh,

There’s another interesting discussion under way on the same subject here, but from a different perspective:

http://yeagernorth.com/news/how_many_leads_are_enough/

BLOG: How Many Leads Are Enough?
How to Implement Lead Goals to End the Debate between Sales & Marketing

Mark Yeager – September 3, 2009
As a marketing professional, how many times have you heard someone from the sales group say this: “We could hit our quotas if we had enough leads.”

By: Ravindra Tulsyan

Ravindra Tulsyan — Fri, 28 Aug 2009 12:28:18 +0000

Ashutosh,

I enjoyed reading the whole article. It was very engaging and applies well to our business. I was impressed to see application of TOC and evaporating clouds!!

Ravindra Tulsyan

By: Steve Yousten

Steve Yousten — Wed, 26 Aug 2009 18:36:55 +0000

Ashutosh,

A really novel idea! Sort of a “lead incubator.”

That said, if I understand correctly, you’re suggesting adding another layer to the business process. And even a “low cost CRM initiative” has a cost. In a day and age of tight budgets, where does the money come from? Do you cut some from marketing and some from sales?

And how do you qualify your process? Again, at some point even “low cost” costs add up and you need to disqualify some of your leads. There needs to be a way to put a dollar value on serving as a buffer between sales and marketing and there needs to be a way to measure whether you are getting at least that much out of applying this tactic.

Again, I really enjoyed the essay. The graphics were invaluable at engaging me and helping me visualize what you were saying, and the idea is novel. I’d be interested in knowing how you can pay for it and keep getting a budget for it, though.

By: Pramod Agashe

Pramod Agashe — Tue, 25 Aug 2009 08:50:47 +0000

Ashutosh,

You made an insightful and strategic presentation yesterday. I think there is complete congruence on the thought process including the Conflict Cloud.

Let’s solve our problems based on the further study being conducted by Sameer and Himanish.

The middle portion of the Sales Perspective must also include ” Support Infrastructure of Sales Organisations ” , ” Too many or too few products in the product range ” , ” Rewards/Incentive system ” etc.

Let’s do a good job with the OSP initiative.

regards

Pramod