Sales Marketing Alignment

Why Salespeople Don’t Follow Up on Good Leads

Why Salespeople Don’t Follow Up on Good Leads

Sales Marketing Alignment
We are excited to welcome Michael Boyette as our guest author today. Michael is the Executive Editor of Rapid Learning Institute and editor of Top Sales Dog Blog. The number-one issue in Sales and Marketing alignment can be summed up in three words:  “These leads suck!” No matter how much effort Marketing puts into delivering high-quality, actionable leads, most salespeople remain convinced that marketing-generated leads are lousy. The problem usually isn’t the leads, however; it’s how salespeople follow up on them. Let’s look at a typical experience from the salesperson’s perspective. She gets 100 leads. Marketing promises that these leads are Glengarry Glen Ross golden. The tire-kickers have all been screened out. Each is an inbound lead from someone actively looking to b