Most sales and marketing teams are looking for ways to generate more leads. It’s likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Sales reps need leads that have been carefully qualified and properly and consistently nurtured increasing the likelihood of a sale.
Why Doesn’t It Work?
Marketing is paid, in fact rewarded for, lead quantity and not quality.
Technology solutions push more, poor quality, leads to sales faster and more efficiently than ever.
Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. Many of the same companies fail to hold sales accountable for closing the good leads and for reporting back results that feed the marketing and sales model. The overall result is often wasted marketing dollars and