This situation has its origin in the lack of coordination between the Marketing and Sales teams. To give an example: a common mistake that often occurs is that Marketing passes unqualified leads to Sales, which generates not only a loss of time for Sales —because the resource is not interested in the product or service at that moment—, but also a lost, uncultivated resource for Marketing.
That's why qualifying is a fundamental step if you're thinking about nurturing your pipeline, because talking about a pipeline means talking about a sales funnel. As its name suggests, the funnel consists of a wide entrance hole and a narrow exit hole, where many leads can enter, but —as the sales process progresses— some will stay and others will leave. To ensure that leads remain in the pipeline, it is essential to make them feel comfortable in each cycle of the process and, to do so, it is essential to qualify them. They should malaysian numbers not be forced into the pipeline, because the only thing that will be achieved is that they will look for a way out.
Often, the lack of traceability leads companies to not know where a lead comes from or what happens between a generated lead and a sale. This creates a huge gap between Marketing and Sales, two areas that should be part of the same team responsible for generating income and attracting, acquiring and retaining customers.
In addition, ideally, both teams should jointly define who the ideal client is and, from there, the Marketing team should strive to ensure that the Sales team dedicates its time and energy to speaking with qualified leads. But how can this be achieved? With a smartketing strategy (sales+marketing), in which the work between Sales and Marketing is aligned.