What leads are we going to generate?

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What to do to ensure that Sales and Marketing teams work in alignment with each other
For two teams to work together, the most important thing is that they speak the same language; this translates, in the case of Marketing and Sales, into the definition of what is and what is not a Lead and what requirements must be met to move from the hands of the Marketing Team to the Sales Team.
Therefore, in a first phase it is necessary to determine:

When will they be ready to be passed to Sales?
After this basic assessment, the sales process is developed together by defining list of bahrain consumer email the characteristics of the potential customer at each stage of the funnel. The upper part of the funnel (in dark purple) will be the responsibility of the Marketing Team, the Sales will have the lower part (in orange and red) while the center (in purple and pink) will be shared between both teams.
Sales funnel

The middle part, also called MOFU (Middle of the Funnel), where both teams are involved, is the most delicate. Here you determine more precisely which leads are more likely to convert into customers and therefore which are worth making more effort on.
At WAM we follow this criterion to qualify MQLs and SQLs: