When growth is stagnant, sales and marketing teams inevitably start playing the blame game.
At the center of this battleground is the debate over lead quality – marketing will argue that it drives lots of prospects to sales teams, while sales protests that these marketing qualified leads (MQLs) are rarely ready to buy.
Of salespeople say leads they receive from marketing are of high quality.
of marketers don't know whether their efforts resulted in closed-won deals.Source: HubSpot
Settle the debate once and for all with lead scoring consulting from MASS Engines. We enable your marketing automation technology to gather critical data on a prospect’s digital body language, identifying their interest level and their readiness to buy. Then we share that data with sales and marketing teams, making lead quality a central conversation across your organization.
Lead Scoring Consulting from MASS Engines enables:
- Well-informed sales teams that can focus on closing the most qualified leads.
- Accountable marketing teams with clarity on whether they’re generating the right leads.
- Smarter nurture sequences that send the right leads to the right salespeople at the right time.
- Better sales and marketing data that connects marketing automation insights with close rates for full funnel insights.
When companies get lead scoring right their results can skyrocket. Here is what happened for one of our Enterprise-level clients when we shifted the focus to lead quality with the right lead scoring framework.
Improvement in turning Marketing Qualified Leads (MQLs) into Sales Accepted Leads (SALs)
Improvement in moving SALs to Sales Qualified Leads (SQLs)
The MASS Approach
A comprehensive outlook for true alignment.
It’s time for your sales and marketing teams to get on the same page about what a qualified lead really looks like. We bring all your stakeholders to the table, establishing big-picture goals to get true alignment and buy-in from each department for your new lead scoring model.
Focus on lead quality for stronger results.
Use lead scoring to understand which marketing tactics are driving the most qualified leads. We help your marketing teams integrate lead scoring data into their ROI reporting, providing unprecedented insights into which campaigns are driving the best prospects.
Integrated tools for better insights.
We make it easy for your sales and marketing teams to access and utilize lead scoring data. Our MarTech experts will ensure lead scoring information flows seamlessly into your CRM from all marketing channels, enabling your sales team to close more sales.
“With MASS Engines’ lead scoring framework, we were able to build a program that allows the sales team to focus only on high-quality leads and improve conversion opportunities. The results exceeded our expectations.”
