Score a lead and hand off the MQL to sales
Process map by Brian. 20 steps, 2 layers. Tags: business, marketing, sales, crm.
- Prospect: Fills out a form or downloads a guide
- Marketing automation: Capture the lead and log the activity
- Marketing automation: Score fit and engagement
- Marketing automation: Score over the MQL threshold?
- CRM: Mark as MQL and route to a rep by territory
- Sales development rep: Reach out within the response SLA
- Sales development rep: Real buying interest?
- Sales development rep: Accept it and book a discovery call
- Sales development rep: Handed to sales as a qualified lead
- Sales development rep: Reject it with a reason
- Marketing ops: Review reject reasons and tune the scoring
- Marketing automation: Lead goes back to nurture
- Marketing automation: Keep nurturing until new activity