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Qualifikation: Kaufbereitschaft erkennen

In: Automation von Marketing und Sales für B2B-Unternehmer

Author

Listed:
  • Marc Gasser
  • Laura Mäder

Abstract

Zusammenfassung Kaufbereite Leads zu erkennen, erfordert eine fortlaufende Qualifikation der Leads im Marketing und im Sales. Dazu müssen Marketing und Sales zusammenarbeiten, um die Leads für das Salesteam entsprechend zu segmentieren und zu priorisieren. Nur so erkennt der Lead die Expertise der Unternehmung und nimmt sogar selbst Kontakt für ein Beratungsgespräch auf, wenn das Timing passt. In diesem Kapitel erfährst du mehr zu den Themen Lead-Qualifizierung und Lead-Scoring. Zudem zeigen wir, inwiefern „Revenue Operations” zu einem nahtlosen Marketing-to-Sales-Handover beitragen kann.

Suggested Citation

  • Marc Gasser & Laura Mäder, 2022. "Qualifikation: Kaufbereitschaft erkennen," Springer Books, in: Automation von Marketing und Sales für B2B-Unternehmer, chapter 0, pages 113-143, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-36859-3_5
    DOI: 10.1007/978-3-658-36859-3_5
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