By Jacques Werth,
Leads: Salespeople need them, and Marketing Departments (theoretically) generate them. In a perfect world, the salesperson's challenge would be to keep up with the flood of qualified prospects that Marketing funnels out to them.
In reality, however, the Marketing-Sales lead scenario often plays out like this:
"We work our tails to the bone getting the salespeople leads, but they hardly ever follow-up with the prospects, and we never hear about it if they do," lamented Andy, the Marketing Manager, during a recent training program.
"They give us loads of leads," agreed salesperson Bert, "but they're no damn good. Then, they want a full report on each of them about what transpired within a week after we get the leads. I'd rather do without leads than do all of that useless work."
What's going on here? Who's right - Bert, or Andy - Sales, or Marketing?
