Define account fit
Describe the organisations, problems and project conditions the business can serve. Separate a useful enquiry from a casual content download. Use practical qualification criteria that sales staff can apply consistently.
Search opportunities and domain overview
Review search demand, keyword coverage and referring-domain context together.
Support the decision stages
Provide clear service scope, technical or operational detail and relevant evidence. Help stakeholders share accurate information internally. Avoid forcing every visitor into the same immediate sales action when their information needs differ.
Connect the handoff
Agree ownership, follow-up and opportunity-stage definitions with sales. Review qualified pipeline and customer outcomes over an appropriate period. A long buying cycle means a short-term lead count is an incomplete measure of the marketing contribution.
Put the guidance to work
Capture your starting point, assign an owner to the next action, and decide what evidence will confirm that it worked.
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