‘Marketers: Your Sales Team Needs Leads, Not Inquiries’ – ‘Entrepreneur’ Blog
Michael Brenner says, “As we all know, marketing and sales teams do not always see eye to eye. This was brought home to me during a great conversation I had with several sales leaders during recent travel.
Our topic was the challenges facing marketing and sales teams. One of many marketers’ biggest mistakes, we all agreed, is their assumption that inquiries are the same as leads.
But this is not only a misperception; it drives a wedge between marketing and sales.
Both teams, after all, work hard to drive growth for the company. Yet research shows that much of that effort is going to waste: Some 71 percent of inquiries are completely wasted, and 36 percent are neverfollowed up on“.
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