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Who Owns Teleprospecting?

At this very moment, a tug of war between Sales and Marketing threatens conversions, productivity and morale at many sales organizations — perhaps your own, even.

Not sure this applies to you?

Consider these questions for your organization:

  1. Who owns what part of the sales journey?
  2. What constitutes a qualified lead?
  3. What is the logical progression of a lead-turned-buyer?

If you can’t answer these questions with utmost clarity, confidence and agreement between Marketing and Sales, you’re leaving money on the table. Lots of it.

It’s no wonder 79% of marketing leads never convert into sales.

Here’s how practices compare:

Typical Lead ProgressionIdeal Lead Progression
Marketing passes leads to sales.Marketing and Sales agree on lead criteria and qualification.
Sales deems leads worthless, halts follow-up.Marketing captures leads through inbound efforts.
Leads die on the vine without adequate nurturing.Marketing cultivates, tracks and scores lead behavior through content marketing and metrics.
Marketing lacks visibility and insight into why leads aren’t converting.Qualified leads are passed on to sales.
Lack of trust and disagreements abound. Blame fest ensues.Sales calls on qualified leads, closes deals.
Rinse. Groan. Repeat.Cha-ching! You’re making money, no efforts are wasted on low-quality leads, and no one wants to kill each other.

Read on the following infographic, courtesy of MonsterConnect, to learn:

  • Traits of low-conversion programs
  • Spotting Marketing-Sales dysfunctions
  • The right mix for high-converting, Marketing-Sales partnerships
  • Who should be in charge of lead gen & nurturing

Stop the tug of war between Marketing and Sales, and make both teams winners.

Teleprospecting infographic 2016

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About Jenn Lisak

Jenn is the Vice President and Content Strategist at DK New Media. Jenn consults and manages marketing strategies for clients, and speaks and writes on marketing, social media, and infographics. She also enjoys delving into the psychology of inbound marketing.

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