Alignment: Sales Lead Management Association

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B2B marketing is about driving sales, yet a common complaint from the sales department is that “Marketing throws leads over the fence!” Too often experience has shown sales that few leads from marketing are qualified and even when they are; the timing is too early in the cycle. Meanwhile the marketing department is constantly dismayed that so few leads are actually followed up by the sales department....more

Aligning Marketing and Sales

Do You Have a Sales Plan?

So many sales managers trip through their business life without a plan. No strategy. Oh, I guess the strategy is to sell more than last year. What a load of crap.

Improve Marketing and Sales Alignment and Your Company's Revenue

Cracking the Code on Marketing and Sales Alignment

Marketers: Five Steps for Better Alignment with Sales

By Laura Cross

A “lead scoring” best practice tells us to ensure alignment between marketing and sales . After all, the sales team is the beneficiary of what marketing implements for lead scoring. If you have the sales team’s buy-in, it will make your life as a marketer much easier.

How to stop the smell of decaying leads that drain revenue!

By James Obermayer

Because inquiries and leads decay at a predictable rate, you now need a plan to stop the irritating odor (of decaying leads) that persists in the marketing and sales departments. This is the shortest chapter in the book, but it may be the most helpful. It is divided into three steps: