It is common knowledge that by the time your customer has decided to talk to you about his need for your product/service, he has already studied enough about you. In fact 50% of your sales process is already completed by the time he reaches out to the sales representative from your office. That is the reason it is important to have a well defined marketing-sales alignment in your organization.
A qualified sales lead is every sales professional ask. He would rather be engaging with the lead on sales aspect such as product/service customizations, architecting higher sales value deals, price finalizations and contract closures rather than waste his meaningful time is discovering or qualifying leads. That is the marketing team’s job.
Does your sales team sell like we did decades ago or are they selling in a digital global marketplace? This can be you single big differentiator to what might be stopping you from reaching your next revenue milestone.