Article
The Gap Between Marketing And Sales Impedes Your Lead Process
March 25, 2011
One very well-known analyst group documents that 70 percent or more of leads aren't being followed up by sales. Another group claims that 80 percent of marketing investments are wasted. It would be easy to place blame and point fingers. However, neither marketing nor sales executives are really at fault. The responsibility rests with C-level executives and other senior managers who fail to understand or act upon the real problem. The following describes that problem, its cost and some actions you should consider taking to reverse these fatal choices.
This chapter is an extract from prospect development expert and PointClear founder and CEO Dan McDade's book entitled, "The Truth About Leads." This book debunks traditional thinking while uncovering the truths that lead to additional, larger, and more profitable wins for your organization. For more information on "The Truth About Leads," visit http://www.pointclear.com/the-truth-about-leads/.
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