Today sales and marketing interact with prospects and customers more than ever. These increased overlaps across the funnel lead to friction unless leads are routed to the right person in an organized and efficient way. However, depending on the Go-To-Market strategy, demand generation channels and sales cycle, companies need different lead routing best practices.
What are these best practices and how do they connect with your sales and marketing strategies? This paper highlights 4 different kinds of strategies and respective best practices for:
- Account-based sales and marketing
- Demand prioritization
- Round-robin assignments
- Territory-based distribution