While we often lump sales & marketing together – the truth is that all too often there are significant gaps in terms of how companies manage the process of turning a B2B prospect into a qualified lead, and passing that lead successfully to the right sales rep. Many factors can come into play that can cause sales and marketing disconnects – however, the good news is that by following a few simple rules, organizations can get sales & marketing teams in sync and keep them that way.
So, here are a few sure fire methods for driving more alignment in your sales & marketing organizations as well as driving more revenue out of every qualified lead:
Agree on Terminology
It seems basic – but without mutually agreed upon definitions of what is – and what is not – a qualified lead, sales can suffer. Many marketing organizations are measured on…
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