Susan Peter, VP of Marketing at HardMetrics, has an interesting piece up at Bulldog Solutions.
Here’s a snip:
Did you know that only 18% of the leads generated in BtoB companies end up in the sales pipeline—or that more than 60% of leads never get followed up on by Sales? Are we in Marketing generating poor quality leads? Is Sales delinquent in their follow-up? What’s happening and why? Do we in Marketing have the "hard metrics" to demonstrate all we do to grow the top-line?
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