Question

Topic: Research/Metrics

What Is A "sales Accepted Lead"?

Posted by Anonymous on 3/13/2008 at 12:43 AM ET 250 Points
We are trying to define, using salesforce.com, what comprises a "sales accepted lead". Marketing sends leads to Inside Sales. IS qualifies and sets an appointment for field sales. If the appointment goes well there is an opportunity forecasted. Most of our opportunities require an evaluation (appliance). Is it when an opportunity is created, when a lead is converted to an account, when an evaluation occurs? How closely, in any given quarter, should we tie campaign performance to sales activity per the above and what?

Thanks in advance.
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RESPONSES

  • Posted by michael on 3/13/2008 at 7:26 AM Accepted
    Bob,

    I haven't played with salesforce.com in about 3 years, but I would assume "sales accepted" is when sales agrees to go see the prospect, i.e., after IS talks and sets the appt.

    I think you should always tie campaigns closely....to something. I would tie it to the number of leads Marketing passes off to IS...regardless of the outcome. That is the role of marketing...to generate interest, right?

    Michael
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