Lead Management and Sales Handoff Questions

Comprehensive expertise in designing, implementing, and optimizing the end to end lead management processes that connect marketing and sales. This covers lead capture and ingestion, design of lead scoring models using both explicit and implicit signals, routing and assignment logic including territory and queue rules, and clear definitions of marketing qualified lead and sales qualified lead with service level agreements for follow up. Candidates should be able to create nurturing workflows, follow up sequences, sales development processes, and sales cadence coordination to maximize conversion and deal velocity. Technical implementation topics include customer relationship management system integration, automation rules, application programming interface integrations, data instrumentation, segmentation, and maintaining lead data quality. Measurement and analytics expectations include lead to opportunity conversion rates, time to first contact, conversion by source and segment, revenue attribution by channel, monitoring routing accuracy, and experiments to validate improvements. Also important are governance and operational practices, cross functional alignment and feedback loops between marketing and sales, diagnosing lead quality and routing issues, and examples of operational or technical changes that produced measurable improvements in pipeline efficiency or revenue impact.