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Lead Flow Mapping And Process Audit

Accelerate speed to lead and close more business, faster
 
  
 

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Do you know how your leads are being processed from initial form fill to closed won, and how long this takes?

If you send old, cold or out-of-target leads to your sales team with very little detail, it will be very hard for sales to convert into closed won business. Your sales team will grow increasingly frustrated, and in time this will impact your Sales and Marketing alignment and relationships.

 

This sounds obvious, yet it is probably happening in your business every day. Poorly designed workflows, wrongly- or partially-implemented automation, misaligned priorities, and inconsistent process adherence all create friction in lead flows at almost all companies.

 

The solution… Map out your lead flow processes to better understand where your leads are decaying and how you can be more efficient

We map out and document your current lead flow processes to establish your current state. We then work with you and your stakeholders to map the improved future state so you can see what changes need to happen to improve your lead process and increase your speed to lead.

 

Additionally, we highlight any technology within your stack that you are under-using, along with any new tech we think can help you in a cost-effective manner.

 
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Five common scenarios meriting a lead flow mapping and process audit

  1. Your sales and marketing teams are not aligned enough

  2. You're not sure how long it takes for a lead to be followed up – or you already know it takes too long but are unsure how to speed things up

  3. Your leads aren't being actioned

  4. You're not sure of the journey a prospect takes once they become a lead and you would like to improve this

  5. You're not sure if you have the right tech and if it is being utilised correctly

Just some of the insights you will discover with a lead flow mapping and process audit:

  • How to make your lead process more efficient
  • How to increase your speed to lead and reduce lead decay
  • What is really happening with the hand-off between Marketing and Sales – and how can this be improved along with your Sales and Marketing alignment
  • Recommendations on how to utilise tech to increase efficiencies, automate process steps, and positively impact results
  • Which tech and tools you are missing that could be beneficial to your business
  • How to improve your sales enablement and make your Sales team happier and more productive

What Do You Get From Your Lead Flow Mapping And Process Audit?

  • Your current lead flows mapped out and documented
  • An audit of your lead flow process, technology utilisation, speed to lead, lead scoring, sales enablement – including optimisation recommendations
  • Interview notes/feedback from sales and marketing team interviews
  • A 1-hr presentation of key findings and recommendations
  • Results provided in Excel and PDF format
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Who Is The Lead Flow Mapping And Process Audit Designed For?

B2B Marketing Leaders

  • B2B Marketing leaders who want to better understand how their leads are being processed and how they can improve this and increase speed to lead
  • B2B Marketing leaders whose team is generating lead volume that is not converting to closed-won business

Sales/Commercial Leaders

Sales/Commercial leaders whose team believes they are not receiving adequate support from Marketing

Business Owners and C-Suite

  • Business leaders seeing high levels of turnover and/or underperformance within their Sales and Marketing teams
  • Businesses that haven’t conducted a lead flow and process audit in the past 12 months
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Frequently Asked Questions

Q.Can we just do the analysis ourselves?

Definitely. But we find that while most businesses recognise the value of conducting an audit, and have the best of intentions to do so, the pressures of day-to-day tasks mean it is constantly deprioritised.


We also find that many marketing teams don’t have the experience to be able to run a detailed audit. We have experience of running audits at previous companies and now conduct these for our clients. We have the privilege of working with lots of marketing teams like yours so understand some of the pitfalls and associated best practices when it comes to lead processing. An independent audit allows for us to spot these pitfalls in your own processes. 


Much of the success of your lead processing comes down to Sales and Marketing alignment which is why we interview your teams to find out what is really going on day to day. We find that having a 3rd party do this means that we get the ‘warts and all’ information required to tackle the real issues within your business.

Q.How does this differ from the Sales and Marketing Alignment audit?

The Lead Flow Mapping and Process audit focuses on the lead management element of the Sales and Marketing relationship. Where misalignments between the teams are impacting lead management, this audit will highlight them and recommend how to overcome them. The Sales and Marketing audit is a broader look across all the goals and processes of both teams. The two audits are complementary, and clients often request them to be conducted in tandem.

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What our clients have to say

Audits to Consider Alongside Your Lead Flow Mapping And Process Audit

Strategy & Planning

  1. Customer Insight Interviews

Platforms & Processes

  1. Website Audit
  2. Sales & Marketing Audit

Demand Generation

  1. Content Marketing Audit
  2. Email Marketing & Automation Audit