Create sales and marketing alignment and improve revenue

By: The Annuitas Group  09-12-2011
Keywords: Marketing, Marketing And Sales, Management Process

Change is needed and it has to start somewhere. But rather than implementing change, many marketing and sales organizations continue to point the finger at each other passing blame for unqualified leads or lack of follow-up on leads that have been distributed. Or there may also be perceived obstacles in the way such as budget, executive resistance or lack of resources. Any of these can hamper even the best-laid plans for process change. To overcome these obstacles, marketers need a way to quickly identify specific lead management issues so they can move their organizational mindset from being one of resistance to one focused on process change.

A Lead Management Workshop may be just the catalyst needed to align your organization and achieve executive buy-in. In this one and a half day workshop, The Annuitas Group leads marketing and sales stakeholders through an interactive, high-level audit of current lead management processes. We walk through each step within the Lead Management Framework™ – data, lead planning, lead qualification, lead routing, lead nurturing, content blueprint and metrics – and provide the opportunity for your teams to disclose issues, discuss gaps in the process and identify opportunities for improvement. Once the interactive workshop has concluded, The Annuitas Group consultants will review the findings with key stakeholders, prioritizing initiatives and identifying next steps. The end goal is to provide a catalyst event that creates alignment between marketing and sales, gains executive buy-in and provides a starting point for a more comprehensive lead management audit.

The Lead Management Workshop includes:

  • A one and a half day on-site workshop led by senior-level consultants from The Annuitas Group that reviews your current lead management process
  • Facilitated discussion that adheres to The Annuitas Group’s best practice methodology for implementing a Lead Management Framework
  • A workbook for each participant that outlines the methodology and provides the opportunity to document key findings along the way
  • A review of the findings from the interactive workshop with up to two key stakeholders

Keywords: Lead Management Process, Lead Management Processes, Management Framework, Management Process, Marketing, Marketing And Sales,

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