Summary
This guide outlines the process for aligning sales and marketing teams to enhance revenue generation. It begins by defining key terms such as Marketing Qualified Lead (MQL) and Sales Qualified Lead (SQL), establishing a common language for both teams. The document details the steps necessary for effective collaboration, including confirming consistent language and deal stages, determining lead scoring, completing a Sales and Marketing Service Level Agreement (SLA), and writing a lead handoff process. Each step is explained with suggested actions and expectations for both teams. For instance, it emphasizes the importance of defining sales cycle deal stages, such as targets and leads, and the criteria for scoring leads based on their actions. The guide also highlights the responsibilities of both marketing and sales teams in tracking leads and reporting progress towards their SLA. Overall, it serves as a comprehensive framework for improving the synergy between sales and marketing efforts.
