Generating Sales Leads

It’s the job of marketing, of course, to evoke the interest that will transform cold clients into warm prospects. It’s the sales team’s responsibility to put the fire under those warm prospects that will nail the deal.

As a result, more often than not, marketing managers and sales directors don’t get along. When revenues drop or targets fall short, each gets busy blaming the other. Typically, tempers really flare over who drops the ball on sales leads. Meantime, the cost of generating leads gets more and more expensive. Here’s how to resolve the argument and get marketing and sales people to speak each other’s language.