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How to be remarkable

Jun 24, 2016 8:50:00 AM

Do you have a leak in your revenue-generation boat?

Figure out where it is by answering these 3 questions:

  1. To your marketing manager: What is a qualified lead that should be passed onto sales?
  2. To your sales manager: What is a qualified lead that should be accepted by sales?
  3. What happens when a salesperson’s qualified lead either delays the purchase or turns out to not be qualified after all? 

The answers to questions #1 and #2 should match. In fact, they should be identical. And it should be easy.

Except … it’s not. Why?

There are a few reasons, including accountability issues, a disconnect between your teams, and the way the customer buying process has changed.

There is no easy answer, but if you don’t plug the leak in your revenue-generation boat, your customers are going to start looking for a more sail-worthy craft.

Read more about fixing your leak here.

12 Ways to Know Your Marketing Has Lost Its Way








Topics: Leads-Sales

Courtney Stallings
Written by Courtney Stallings

Courtney writes and edits content for Leading Results and their clients. She has been described as a Grammar Nazi and enjoys crafting writing with excellent spelling, punctuation, and grammar.

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