Many companies experience this conflict when building an MDP: the conflict between marketing and sales teams over lead Quality vs Quantity .
“Last quarter, the marketing team passed 200 leads, but only 10 of them led to meetings,” a sales representative at a B2B company said in a phone number list meeting. On the other hand, the marketing team countered, “The sales team didn’t follow up on the leads in a timely manner, so the leads cooled down.” Doesn’t this conversation Quality vs Quantity sound familiar? It’s a problem that arises when the sales team focuses on quality and the marketing team focuses on quantity.
In fact, the most ideal marketing-driven
Pipeline should look like a funnel. The digital advertising what levers can you front-end marketing should secure a sufficient number of leads, and the back-end sales should focus on managing high-quality leads. However, if marketing focuses only on quantity and sales focuses only on quality, the expectations of the two Quality vs Quantity teams will differ.
Solving these problems requires understanding and effort from both teams. First, the marketing team needs to move beyond quantity to measure the quality of leads. It needs to continuously measure and improve the quality of leads through lead nurturing and lead scoring processes. It needs to be able to answer phone number thailand questions like, “What content did this lead consume, what pages did they visit, and how often did they return to our site?”
Conversely, sales teams need to think like marketers
They need to think about productivity and scalability, rather than simply focusing on 1:1 relationships with target customers. They nee to share insights from sales calls with the marketing team and provide feedback so that questions from actual customer conversations can be turne into content.
Ultimately, the success of an MDP comes from a culture where marketing and sales understand each other’s language and work toward a common goal . The true value of an MDP is realize when the two teams work together in weekly meetings to ask questions like, “What are the characteristics of the leads that converte from MQLs to SQLs this week?” and continuously improve the process base on data.
How to build an MDP?
In order to build an MDP, you nee a tool that works with marketing and sales. Recatch was develope as a CRM platform optimize for building an MDP. Just as HubSpot grew by providing an ‘inbound’ alternative to Salesforce’s ‘Quality vs Quantity outbound’-centere approach, Recatch is base on the philosophy of building a ‘marketing-base pipeline’ that overcomes the limitations of a ‘sales-base pipeline’.