Is your company like 90% of the others out there, or is it a notch above? All it takes is one question to find out: Do your BDRs and MarkOps personnel spend hours every day manually sifting through inbound leads and qualifying them?
Make no mistake, qualifying inbound leads before getting on calls with them is a very important piece of the sales process. However, it doesn’t need to be done manually. If your system is set up the right way, you can automate this entirely, and get your sales team to focus on what they do best—which, of course, is actually selling.
All you need to do is make sure your prospects’ content consumption history, company firmographics, and other critical lead qualification information flows into the system automatically, without any manual intervention.
“Oh, so are you suggesting we ask our prospects to fill up forty different fields on our forms, then?”
Nope.
With the right sales intelligence product and marketing automation software, you can configure your system to enrich CRM records with all the information you need, directly from the cloud.
Learn how to do all that and more in our blog post on buying intent!