When Should Engineering Marketers Pass a Lead to Sales?

Sales Renewal’s insight:

1, 000 engineers were asked: “At what stage of your investigations into a new product or service do you prefer to engage with a vendor representative as opposed to conducting independent research?”

The answers could be:

• At the beginning of the process to discover the potential solutions
• Later in the process when I need to dig deeper into a few possible solutions
• Near the end of the process, when I need pricing or delivery information

The question was asked to determine the right marketing approach, from sending engineers directly to sales to nurturing them through several touch points prior to passing on the lead.

Read on for the results.