Be honest. How does Sales perceive the leads Marketing produces?
- They love them – couldn’t be happier!
- They complain about lead quality.
- They complain about lead volume.
- The say leads, what leads? Marketing gives us leads?
If you chose answer number #1, the first thing I would say is, “Well done.” The second thing I would say is, “When is the last time you’ve talked with your sales team?”
The lack of synergy between Sales and Marketing on lead generation is so common as to risk cliché. To help sales and marketing teams address this issue, on September 15th in San Jose, CA I’ll be presenting “Playbook for Marketing and Sales Alignment: How to Collaborate to Optimize Lead Generation Programs” at Frost & Sullivan’s GIL (Growth, Innovation, Leadership) 2010: Silicon Valley.
Frost & Sullivan refers to GIL as “The Global Community of Growth, Innovation and Leadership.” I’m looking forward to attending to share new ideas about BtoB marketing with CMOs and VPs and Directors of Marketing.
So if you chose answer #2, #3 or #4 to the above question, I’d love to see you in San Jose to hear about your challenges and help you learn how to address this proverbial “black hole” between your company’s sales and marketing efforts. You’ll learn from you peers during this session.