Marketing InfographicsSales Enablement
Who Owns Teleprospecting?
At this very moment, a tug of war between Sales and Marketing threatens conversions, productivity and morale at many sales organizations — perhaps your own, even.
Not sure this applies to you?
Consider these questions for your organization:
- Who owns what part of the sales journey?
- What constitutes a qualified lead?
- What is the logical progression of a lead-turned-buyer?
If you can’t answer these questions with utmost clarity, confidence and agreement between Marketing and Sales, you’re leaving money on the table. Lots of it.
It’s no wonder 79% of marketing leads never convert into sales.
Here’s how practices compare:
Typical Lead Progression | Ideal Lead Progression |
Marketing passes leads to sales. | Marketing and Sales agree on lead criteria and qualification. |
Sales deems leads worthless, halts follow-up. | Marketing captures leads through inbound efforts. |
Leads die on the vine without adequate nurturing. | Marketing cultivates, tracks and scores lead behavior through content marketing and metrics. |
Marketing lacks visibility and insight into why leads aren’t converting. | Qualified leads are passed on to sales. |
Lack of trust and disagreements abound. Blame fest ensues. | Sales calls on qualified leads, closes deals. |
Rinse. Groan. Repeat. | Cha-ching! You’re making money, no efforts are wasted on low-quality leads, and no one wants to kill each other. |
Read on the following infographic, courtesy of MonsterConnect, to learn:
- Traits of low-conversion programs
- Spotting Marketing-Sales dysfunctions
- The right mix for high-converting, Marketing-Sales partnerships
- Who should be in charge of lead gen & nurturing
Stop the tug of war between Marketing and Sales, and make both teams winners.