The Marketing-to-Sales Handoff Process That Eliminates Lead Leakage
50% of qualified leads never get followed up properly. Here's how to build a handoff process with SLAs, routing, and accountability.
The marketing-to-sales handoff is where more revenue dies than any other point in the funnel. Marketing generates leads, throws them over the wall, and sales cherry-picks the ones they like. The rest rot.
A proper handoff process includes five elements: clear MQL criteria that marketing and sales agree on, automated routing rules based on lead attributes, response time SLAs (first touch within 5 minutes for inbound leads), escalation workflows for SLA violations, and closed-loop reporting that tracks what happens to every lead.
Find the revenue leaks before they compound
Weekly: pipeline gaps, conversion drop-offs, and retention signals that show exactly where money is leaving.
We'll cover the exact HubSpot/Salesforce setup for each element, the SLA benchmarks by lead source, and the weekly alignment meeting format that keeps marketing and sales on the same page.
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