by Michelle | Apr 30, 2019 | post
The age old tug of war between sales and marketing is frustrating for everyone in sales, marketing and all the way up to the CEO. The classic position of sales is that marketing never delivers enough quality leads. Marketing’s position is that sales cherry-picks the...
by Michelle | Apr 23, 2019 | post
In a previous post, we talked about what makes an Extraordinary Marketing Qualified Lead (MQL). If an MQL is the Yin, then the Sales Qualified Lead (SQL) is the Yang. The only real purpose of generating MQLs is to convert as many to SQLs and then to closed deals as...
by Michelle | Apr 16, 2019 | post
One of the most important things a marketing organization does is deliver high quality leads to the sales organization that convert to opportunities and drive revenue growth. At the same time in many organizations, the sales leadership often cites the lack of quality...
by Michelle | Apr 10, 2019 | post
If you ask most sales people involved in B2B sales if they would like marketing to communicate to their prospects once a sales process is underway with an opportunity, they will tell you NOT AT ALL. Many sales people have had negative experiences where the marketing...
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