One of the most important subject Sales and Marketing need to agree on :

"What is a qualified lead?"

Identifying Fit and Sales Readiness

According to Hubspot a qualified lead is :

1/ FIT - what makes someone a good fit for your offering ?

Create an ICP - a checklist of the most basic attributes someone needs to have in order to be succesful as your customer. They are good fit and poor fit (poor fit are disqualified)

2/ SALES READINESS - which actions demonstrate that someone is sales-ready ?

Vary from company to company. So Marketing and Sales need to come together and identify the actions that are most meaningful.

HubSpot given by Hubspot :

1. Interactions on your website

• Content conversions
• Number of page views
• Specific pages viewed
• Forms submitted
• Live chat interactions
• Other activities

2. Email engagement