sojo marketing team is responsible for generating leads for the sales team to pursue! Marketing generated leads can come from ~3 different sources - each tagged at the deal level in hubspot.

1. Email - If a prospect has engaged with a marketing email and asked for more information (pricing/how it works / etc) this will result in a new deal being created for the sales team to work
2. Samples Requests - If a prospect has requested sample requests (either directly through the form or through email), the marketing team is responsible for ordering the samples and enrolling the prospect in the sample sequence for the sales team to work
3. Demo Booked - If a prospect books a demo/meeting directly, the marketing team will qualify that demo (within 4 biz hours) on behalf of the sales team.

All of the marketing generated leads will result in a deal created in Hubspot in the engaged column. Each deal will be marked with a tag to represent how the deal came in (deal trigger)

CTA for Sales Team:

1. Email - read the comms. why is the prospect interested. what tipped the scales for them to respond.
   1. offer to send them a sample
   2. offer to send them example pricing in exchange for a meeting
   3. drive to a meeting / call
2. Sample requests - these are hot leads and treat them as such. Once the marketing sequence of “samples en route” is complete - drive to a meeting and work the deal. Be aggressive.
3. Demo Booked. Game time!

How do marketing generated deals get allocated to AE’s - Round robin!!!

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