Why Salespeople Don’t Follow Up on Good Leads

The number-one issue in Sales and Marketing alignment can be summed up in three words: “These leads suck!” No matter how much effort Marketing puts into delivering high-quality, actionable leads, most salespeople remain convinced that marketing-generated leads are lousy. The problem usually isn’t the leads, however; it’s how salespeople follow up on them. Let’s look at a typical experience from the salesperson’s perspective. She gets...

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