Summary In today’s episode James is going to share with you his best strategy on how to improve lead quality between sales and marketing at an enterprise level. He is going to share with you how he helped a large company in the agricultural industry optimize their leads and ultimately increase their profit. And the best part is that you can copy the exact same steps he took and achieve the same results. Tune in to learn how to implement James’ game-changing methods to improve the quality of your leads. Highlights 00:23 - Introduction to improving lead quality between sales and marketing at an enterprise level 01:00 - Why you absolutely need to improve the quality of your leads and how to go about it 02:19 - Step #1: create a marketing and sales alignment workshop to align priorities 02:50 - Step #2: build an inside sales representative team to qualify leads 03:30 - Step #3: use “pre-qualification score” to track lead quality 03:45 - Step #4: get customer feedback on lead quality 04:33 - Step #5: follow-up with the customer to find ways you can further improve the process Links / Resources  The official Enduur website: Enduur.com  Transcript&nbsp; Intro:&nbsp;Chances are your company's marketing efforts could be producing better results. We're here to help make your marketing smarter. Welcome to Marketing Cupcakes bringing you the latest in marketing analytics, data science techniques, integration challenges, guerrilla marketing techniques and more. Here are your hosts of Marketing Cupcakes, Dave and James Gilbert. Dave: Hey guys. Welcome to another episode of Marketing Cupcakes. I'm your host, Dave Gilbert and this is James. Today we're going to talk about game changing methods to optimize lead quality between sales and marketing at an enterprise level. So we're going to give specific examples today that James has had in his career working with a large company and helping them understand how lead quality can improve between marketing and pass that on to sales and how they implemented a strategy around that. So go ahead, James. James:&nbsp;Yes, I worked for an agricultural company for a few years and one of the main tasks that I was implementing was an entire lead quality and lead management. And one of the things that we found is we interviewed as a first step sales to find out what their current take on what our leads were in the quality of them. And what we found was that most of them agreed that the marketing lead that they got from marketing was never a good quality to begin with. So we wanted to understand that a little bit more. This agricultural company comprised of over 3,000 dealers across the nation, across North America. So our main focus was Canada and the United States. And one other thing that we found was that there is several, over 50+ different sales people at a dealership. And so the handoff of a marketing lead to that leadership was extremely important because it didn't always mean that it went to the right person just because we sent it over to the dealer. So in order to fix that we had an entire workshop with some of the biggest dealers that we had out there. So the biggest voices of our leads and the quality of them. We had them come in a room with us, somewhere you had a marketing and sales alignment workshop where we talked about the quality of leads, how we can improve them, what it meant to them. And the entire time we found was that we were defining an MQL, a specific way of marketing and what they were defining as an MQL was completely different. So we needed to make sure that we were on the same page. So we started recording some of the information that we had within the workshop to get on the same page and make sure that we were in agreement before we left. &nbsp; The next thing we did is we wanted to implement specific things within the process of a buyer stage and a buyer's life cycle in order to track the process. So we implemented a team, what I'm going to call as an inside sales...

Game Changing Methods to Optimize Lead Quality Between Sales and Marketing at an Enterprise Level

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