Marketing says it generated the leads. Sales says the leads aren't any good.
But what if lead quality isn't the real problem?
In this episode of The Sales Reality Check, Heather and Jen examine the information gap that often happens between Marketing and Sales.
Marketing may know the campaign, content, engagement and intent behind a prospect's activity. Sales may receive little more than a name, company and contact information.
Heather and Jen discuss how organizations can create a smarter handoff, what Sales actually needs to know, why engagement isn't the same as qualification, and how buyer intelligence can help salespeople ask better questions without making assumptions.
Heather's Gem: “A lead without context isn't sales enablement. It's a name and a phone number.”
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