The two quality sticking points of successful lead generation? First: Not the quantity of leads, but their quality. Second, the quality of the interface between marketing and sales. Almost every customer informs himself on the Internet before deciding to buy.
The buying process therefore begins long before the company even comes into contact with its prospective customer.
The risk of overlooking business potential is high. Sales in particular miss out on interesting contacts because the strategies for lead management are usually located in marketing.
No customer would think of seeing himself as a lead. The customer also couldn't care less how you regulate your responsibilities internally. Marketing and sales are well advised to adopt this external view and make common cause. It is important to look at the sales process as a whole. For example, when buyer personas are defined across departments. Getting the customer out of the woodwork together: This perspective helps everyone!
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