In order to fuel demand generation, many organizations are investing in automated marketing platforms like Hubspot, Pardot, and Marketo. All of these sophisticated platforms assist in converting web/blog traffic into Marketing Qualified Leads (MQLs).
From here, it’s the role of your sales development team to convert these MQLs into Sales Qualified Lead (SQLs). This is critical handoff between sales & marketing. To ensure your sales department converts as many leads as possible, both teams must be well aligned. Marketing should be equipping Sales with tools that enable them to ensure the handoff is seamless.