Issue link: https://resources.demandgen.com/i/1464721
48 © 2022 BDO Digital. All rights reserved. 5 Secrets to a High Performing Demand Funnel Align and Integrate with Your Sales Team's View of Deal Creation Make sure your and sales' definitions align with a joint view of how deals are created. If you don't align your funnel's definitions with those of your sales team, your work will be in vain. • Get your Sales team's Buy In. • Put yourself in their shoes. Think, "What's in it for Them?" • Remember, your goal is building consensus with the sales team that this demand funnel represents their world of converting leads into deals. Audit Your Lead Management Process Having a clear, agreed-upon process will help fill pipeline faster and close more deals quicker. Audit your lead management process to ensure it's tuned to maximum efficiency. An effective audit is a detailed review of your sales process including everything from staff to software to strategy. Audits identify gaps and opportunities for improvement. Here are some questions to ask during an audit: • Do sales and marketing have a shared definition for each step of the demand generation funnel? • Are the right leads getting to your salespeople at the right time? • Do you have agreed-upon criteria for what constitutes a sales-ready lead? • Is sales closing the loop on next steps for each lead? Are you nurturing the leads sent back? • Are your forms, nurture flows, and automations/workflows up to date? 1 2