CRM, lead flow and sales techniques · Sales enablement and the marketing-sales agreement
Meet monthly with one sheet of numbers and settle who owns each leaking lead.
A sales and marketing alignment meeting is a short regular session where the people who bring in leads and the people who close them check shared definitions and last month's numbers. This page gives a self-check, a lead-flow map and a thirty minute agenda that ends in an issue list.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A sales and marketing alignment meeting is a short regular session where the people who bring in leads and the people who close them check shared definitions and last month's numbers. This page gives a self-check, a lead-flow map and a thirty minute agenda that ends in an issue list.
In an Ahmedabad trading firm, leads arrive from IndiaMART, JustDial, a website form and the owner's own phone. The marketing person says forty leads went across; the sales head says a dozen were real. They have this argument every month and nobody has written down what a real lead is.
Start with a two hour workshop. Draw the path of a lead from source to close on one sheet: forms, calls, WhatsApp, events, portals. Agree in writing what counts as a lead marketing hands over and what sales accepts. Then agree the joint numbers, and book a thirty minute meeting each month to look at them.
The owner sits in, which cuts both ways. It helps because the decision to change a rule is made on the spot. It hurts when the owner talks first and the others agree. Keep the owner to the last five minutes.
The meeting rests on the lead definitions and the hand-off rules covered on neighbouring pages. Without them it is a complaint session.
Where this sits
Topic 1 of 13 in crm, lead flow and sales techniques: sales enablement and the marketing-sales agreement. What sales and marketing agree on so leads move cleanly between them.
- The topic after
- Personas and positioning
If you want this done for you
Get marketing and sales to agree on what a good lead actually looks like.
The work
What this is actually like.
“Settle the word lead first”
Marketing counts every enquiry; sales counts only those that picked up the phone. Write two definitions, one for a lead marketing passes on and one for a lead sales accepts, and the monthly argument turns into a count of the gap between them.
“Put the portals on the map”
Buy-leads from IndiaMART and JustDial belong to neither team by default, so each assumes the other is replying. Give every source a named owner on the lead-flow map or those leads age on the portal.
“Agree one response promise in writing”
Sales promises to call each accepted lead within a stated window, marketing promises a stated number of qualified leads. The owner signs both. Without the signature the promise is a hope, and the first missed month ends it.
“Rate each other once”
After the first month, each team scores the other one to five on lead quality and on speed of follow-up, and writes one reason. It stings once. After that it gives the meeting a topic that is not blame.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
Alignment self-check
Six statements scored one to five by each person separately: goals clear, goals understood by the team, shared goals, target buyer described the same way, hand-off understood, routines working. Also one paragraph from each describing the target buyer.
Result: Finished when the buyer paragraphs have been laid side by side and the differences marked.
Lead-flow map
A single page showing every source, who receives it, where it is recorded and where it ends. Columns: source, receiver, recorded in, next step, owner.
Result: Finished when every lead source your accounts show has a row.
Lead definitions and response promise
Two written definitions and one sentence on response time, signed by the owner, the sales head and the marketing lead.
Result: Finished when a new hire can classify five sample enquiries using only the page.
Meeting agenda
Thirty minutes: numbers from the joint sheet, ten minutes; the three oldest unresolved issues, fifteen minutes; decisions and owners, five minutes. The sales coordinator takes notes.
Result: Finished when the notes list each decision with a name and a date.
Issue list
A running log of alignment problems with an owner, a due date and a status column that is reviewed at the next meeting.
Result: Finished when no issue is more than two meetings old without a decision.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
We have no marketing team. Do we still need the meeting?
Who should chair it?
How many people should attend?
What if the numbers are not tracked yet?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
Services
The rest of sales enablement and the marketing-sales agreement
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.