Internal Closed Loop Processes to Support Sales and Lead Nurturing

A Sales Support/Marketing group that is identifying potential leads, creating relationships and moving prospects through the buying cycle to lead status is paving the way for your Sales group to focus on closing well qualified leads.

Marketing and Sales are two sides of the same coin. So why don’t they work well together?

The simple answer is the communication between the two and processes set up to facilitate that communication are often lacking.

According to a recent MarketingSherpa study, 80% of B2B vendors either claim to have lead nurturing programs in place, or regard them as a key priority. But only 20% claim to be satisfied with the outcome of their programs. Why such a huge gap between theory and practice?