The Truth Behind Lead Qualification for Sales and Marketing Alignment

Presented by

Barbara Giamanco, CEO of Social Centered Selling

About this talk

Your sales and marketing teams' ability to work together to achieve core revenue objectives is a perpetual challenge within organizations. When it comes to lead qualification and follow-through, both camps often point fingers at each other. Sales says marketing delivers bad leads; marketing says sales doesn't follow up on leads they provide. However, 61% of B2B marketers admit to sending "leads" directly to sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. No longer can marketing hand over a list of names of people who downloaded a white paper and call it good. And to top it off, the lead qualification problem is compounded by sales and marketing being measured against conflicting metrics. But what's the solution? This webcast will help you understand the truth behind meaningful and effective lead qualification. See what's possible with better lead qualification and help get sales and marketing out of their silos. Join this webcast to learn how to: - Involve your CEO to help solve sales and marketing misalignment - Learn the top 3 reasons that misalignment occurs, resulting in faulty pipeline accuracy - Tie leadership to a lead management process - Understand the behavior that leads from interest to close - Create a lead definition that everyone in your organization understands - Prepare your sales team to be accountable to the lead follow-up process This webcast is part of our Microsoft Dynamics Business Applications webcast series. Sign up for this session, or the entire series today!

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