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Close the Gap: How Adding a Lead Qualification Step Can Improve Marketing Return On Investment

Close the Gap: How Adding a Lead Qualification Step Can Improve Marketing Return On Investment

by | General Marketing, Lead Flow Process, Lead Generation, Lead Nurturing, ROI, Telemarketing

Businesses now depend on digital marketing campaigns as a critical tool for generating B2B leads, but there is a need to close the gap in the lead flow from marketing and sales. Far too frequently, these digital campaigns create leads that fall outside the sales team’s expectations for qualification. As a result, the flow of leads from marketing to sales is disrupted, and potential opportunities are never converted.…
Why Outside Sales Reps Aren’t Following Up With Leads

Why Outside Sales Reps Aren’t Following Up With Leads

by | Lead Generation, Lead Nurturing, Marketing Automation, Marketing Strategy, ROI, Sales Support, Telemarketing

It’s an age-old battle that nobody seems to win. Marketing generates many leads, and sales reps aren’t following up on them. Why aren’t outside sales reps following up with marketing-generated leads? Several reasons stand out, and, of course, each side blames the other. But that blame game doesn’t help anybody. Sales sputter, revenue forecasts are reworked, and people get fired because the company isn’t hitting its numbers.…