Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock, sales consultant and President at Partners in EXCELLENCE, where this post was originally published.
I’m fascinated about a lot of the discussion about B2B sales and marketing alignment. Inevitably, the discussion narrows to MQL’s and SQL’s. The alignment discussion inevitably focuses on gaining agreement on the definition and metrics surrounding these two metrics.
Some of the things discussed are, agreement and alignment around the definition of lead quality and lead volume. Usually marketing is saying “sales isn’t following up on our leads, consequently we’re losing lots of opportunity.” Sales takes the position, “The leads we get are crap, just because someone wants a white paper doesn’t mean I should be wasting my time calling them.”
I still see the same old diagrams, the marketing funnel and the sales funnel, with the marketing funnel feeding the sales funnel.
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