Why Blaming Sales and Creating Marketing Territories Won't Fix Lead Management Issues

Posted by Rubesh Jacobs on Mon, Apr 29, 2019

It’s uncanny or coincidental that over the past month I’ve had numerous conversations about lead generation. One executive was lamenting that leads generated from his well-thought-out and slick campaigns were going unattended by the sales team. Another was inquiring about best practices to carve out a territory for marketing. Several deep discussions debating the right time to pass a lead to sales also come to mind. These questions are hinting at two operational issues:

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