Who is the right person to receive inbound leads?

One of the biggest sources for leads is ‘inbound inquiries’. Everyone loves them – the prospects know your company and your solution and have a pain. These leads invariably close the fastest.

The Sales leaders initially get this inbound leads source. But as the number increases – they are not able to do full justice to non-leads( partner/ education / nurturing prospect…). If a Sales leader is travelling/ are busy – leads pile up. Then it makes sense to give it to Marketing / Inside Sales.

Marketing is preferred over ISEs because the focus of ISEs like Sales is on opportunities. They would typically not want to deal with non-sales related leads.

The best practice is to have Marketing acknowledge and respond to each lead within 15 minutes of receipt – with a proper customised answer and with a name and mobile number. My advice is to have leads hit marketing as they come with a daily digest of leads being sent to sales leader(s). That way Marketing works on lead immediately at the same time Sales can scan through the list and not miss an immediate opportunity.

If you are a new marketing leader – you know what to do first!