Improving Lead Process by Focusing on the Customer’s Path

According to our 2018-2019 Sales Performance Study, lead generation is both a top sales objective and a top sales challenge. Sales and marketing likely each have their own perspective on why it’s a challenge and how to go about addressing it, but here’s where sales operations comes in – to help build a bridge between the two organizations by putting the customer’s path front and center when it comes to the lead process.
Differing perspectives on what a lead is, is not such a bad thing. (Click to tweet)
Have you ever been in a conversation on lead generation where there were differences of opinion on what a lead is, who generated it and whether it was a good lead? You more than likely have, especially if sales and marketing were involved in the discussion.
But that’s not such a bad thing. Having different perspectives is necessary, especially if organizations want to move