CASE STUDY
Sales Process - Lead Qualification and Conversion.
- Reduce response time to inquiries by 40%.
- Increased conversion of leads into sales opportunities by 25%.
- Improved collaboration between marketing and sales teams, resulting in more efficient operations.
- Clear sales funnel data, which made it easier to plan marketing and sales activities.
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Increased employee productivity
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Increased conversions
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Reduced response time to inquiries
challenge
Lack of consistency in the sales process
A SaaS company that has been in business for several years has noticed a problem in the flow of leads between marketing and sales departments.
The marketing team was generating a large number of leads, but many were later rejected by sales as “insufficiently qualified.”
As a result, the efficiency of sales activities was declining, and frustration between the teams was growing.
The company needed a structured process to better qualify leads and increase conversions.
approach
5 steps to better conversion
1. Sales process mapping
- I started by mapping the current process.
- The analysis revealed: No clearly defined criteria for qualifying leads.
- Too little information passed from marketing to sales.
- Duplication of activities by sales representatives, which increased response time to inquiries.
2. Define criteria for qualifying leads
- Together with the sales and marketing teams, I determined what characteristics the ideal lead should meet.
- Among others, we adopted: Industry and size of the company, Position of the contact person,
- Involvement in marketing activities (e.g., participation in webinars, downloaded materials).
3. Automating lead scoring
- We introduced a scoring system in the CRM that automatically assigned leads to appropriate categories:
- “Hot” (ready for sales contact),
- “To be nurtured” (need more marketing interactions),
- “Disqualified” (not fitting the customer profile).
4. Streamline communication between departments
- I created a simple process for transferring leads:
- Marketing provided a set of basic information in the CRM,
- Sales received a ready-made list of leads with priorities based on scoring.
5. Monitor the process and make adjustments
Regular meetings between teams allowed for ongoing analysis of effectiveness and making corrections, such as updating qualification criteria or improving follow-up.
results
Increased lead conversion and better collaboration
- Increased lead conversion and better collaboration
- Reduced response time to inquiries by 40%.
- Increased conversion of leads into sales opportunities by 25%.
- Better collaboration between marketing and sales teams, resulting in more efficient operations.
- Clear sales funnel data, which made it easier to plan marketing and sales activities.
Your business, your challenges – our help
If your company is also struggling with chaos in the sales process or communication between departments, I’d be happy to help! Process mapping and optimization can bring tangible benefits:
- Increased efficiency of operations,
- Reduced time to complete tasks,
- Increased team satisfaction through clear procedures.
Contact me and together we will find a solution for your business!