The marketing-to-sales lead process should be simple. Marketing generates quality leads, sales happily accept them, deals close, the MQL to SQL (Sales Qualified Leads) conversion rate is almost 100%, and everything is terrific, right? WRONG! If marketing holds onto...
In my first post on sales and marketing alignment, I shared a demand generation alignment checklist I’ve created and have continually refined over many years of marketing with many high-growth software companies. Here, I’ll dive into the first two items of the...