Global

New Ground · Marketing & sales

Is Your Marketing-to-Sales Handoff Costing You Revenue?

A diagnostic for founders, business owners, and department heads — before investing more in lead generation.

Twelve statements covering how leads actually move from marketing to sales. Answer about how things stand this month, not how you intend them to be. Nobody sees your answers but you.

Takes about five to seven minutes.

Marketing & Sales share an agreed definition of our ideal customer and qualified lead, and both teams use the same criteria when evaluating opportunities.
Marketing and Sales leaders are aligned on the customer journey, revenue goals, and the role each team plays in turning prospects into customers.
We have a clearly defined process from marketing-generated awareness and inquiries through qualification, sales follow-up, and conversion, with clear ownership at each stage.
When a lead is handed over to sales, the team receives the information they need to follow up effectively without having to search for it themselves.
New inquiries are contacted within a response timeframe that our organization has intentionally established.
Marketing and Sales regularly share customer insights, objectives, lead quality feedback, and conversion challenges with one another.
When a lead is disqualified or lost, there is a clear feedback mechanism for Sales to communicate why, so Marketing can use that insight to improve future campaigns and targeting.
Our sales team follows a consistent process for qualifying, following up with, and nurturing leads that are not yet ready to buy.
Managers regularly coach their sales teams using actual customer conversations, objections, and sales performance data.
Marketing and Sales are jointly accountable for a shared set of metrics that connect lead generation to revenue, rather than focusing primarily on lead volume.
Both teams have visibility into the key metrics they need to monitor, such as lead acceptance rate, speed to lead, MQL-to-SQL conversion, and closed-won revenue.
Our leadership team can identify where leads are most commonly being lost in the customer journey and use that to decide what needs to improve.

Your handoff, so far

0 of 12 answered

Answer all twelve to see your handoff health score and where the leaks are.

New Ground · Marketing-to-Sales Capability Assessment