Successful Prospecting Integrates Sales and Marketing
Who is responsible for prospecting? Sales or Marketing? It is an age-old debate between these two disciplines, isn't it? Sales claims that marketing hasn't created enough leads to meet their goals. And, Marketing claims they have generated hundreds of leads that sales never follows up on. And, who is right? They both are! What I have found after working with many sales and marketing teams across many different industries, is that the issue really comes down to two easily addressed areas: 1. The definition of a lead. Both teams must be VERY clear about what defines a lead. I like to define a lead as an opportunity where the buyer is actively shopping or open to shopping for what you have to sell. ...
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