Very surprisingly, in 2017 we’re still having a conversation about Sales and Marketing Alignment. Sales is still complaining about lead quality, and many marketers are looking for a one-step lead solution. Often Marketing considers that it is responsible for causing interest in prospects, and Sales is responsible for revenue. Sales and Marketing need to be focused on a common goal–and in the end it all comes back to leads.
Issues that contribute to the problem:
- an over-reliance on technology. With sales force automation, CRM, and marketing automation, marketers often try to turn such solutions into black box or IP-based marketing. This has resulted in the capacity to send more bad leads to sales faster than ever before. The solution is not to put names in one end of a box and to have leads come out the other end.
- another misconception is that 70 percent of the buying process is done before a salesperson is ever contacted. Current research shows that many prospects want to be in contact with a salesperson right from the beginning.
Join host John Golden as he breaks the subject down with lead generation expert and author of The Truth About Leads, Dan McDade.
About Our Guest
Dan McDade is founder and CEO of PointClear , a lead generation, qualification and nurturing company that helps B2B companies with complex sales processes drive revenue. Dan is the author of the award-winning outbound sales and marketing blog ViewPoint.
About Our Host
John Golden is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories. He recently published his second book Social Upheaval: How to Win at Social Selling. A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CSO and CMO at Pipeliner CRM.
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