The Perfect Qualified Sales Lead: Why Sales and Marketing Need to Agree

February 6, 2015

In today’s world, the perfect qualified sales lead is one that has come to us, engaged with us, and has felt that we’ve provided them value – even before talking to us. When the sales rep finally reaches out, the lead is responsive, and so the sales rep uses their time more effectively, focusing on opportunities that are more likely to close. In order for marketing to provide this continuum of value, engagement and nurturing that makes the lead feel like they are valued and not like they’re being sold to, the two departments must work together. Unfortunately, as we all know, communication between sales and marketing is rarely resonant. 

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