Get More From Your Leads

Get More From Your Leads

ID : 115
Date : March 2020
Industry : Marketing



If you’re in business-to-business (B2B) sales, you likely have one overarching goal: Acquire new customers. Leads are your starting point, your currency, your ticket to success. You should look upon them with delight. Yet the majority of sales reps and managers have a love-hate relationship with leads. How did that happen? It happens because sales and marketing, when it comes to leads, have different measures for success. Marketing is rewarded for lead quantity, while sales wants quality leads to convert into paying customers. The result is a complex, and sometimes tense, leadmanagement process, with sales and marketing often at odds over who should get credit.



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