Hi, I've been a marketer for thirty some years now, mostly in the industrial materials area. One of the common threads of this experience is that Sales has the expectation that Marketing will generate qualified leads that they can turn into new revenue, but when Marketing actually generates those leads and does a fine job to ensure that they are high quality and qualified, the sales organization does not follow up on them. In my current role with a small, very progressive and talented industrial materials company (with 5 reps), we've made investments in our website, advertising, Hubspot CTA's and processes that have tripled our website activity from new prospects and our lead flow. Yet when I look at the leads that we have graded as "A" and sent to our sales organization, the follow-up on those leads is poor to middling and, of course, varies by sales rep. So my question is this: what are the best practices that organizations have used to ensure that field reps accept ownership and actually follow up on marketing qualified leads? What changes in Hubspot have companies implemented to support these best practices. We do not use "Deals" today, but instead do basic lead management using the contact records and lead status.
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