There's a really big difference between passing off leads to your sales team, and passing off qualified leads to your sales team.
While a mixed bag of leads will often leave them tied up on calls that won't translate to much for the business, a list of qualified leads will set them on a path that might actually result in a sale.
What's the best way to separate the good from the bad? Start by defining what a quality lead means to your business. This is a definition that should be agreed upon by both marketing and sales, and it will probably require a little trial and error.
In fact, you may want to start with what an unqualified lead looks ... Read More