MarketingSherpa asked more than 900 B2B marketers to share what information is required in their organizations before leads are passed to sales. It was stated in this article that of the 935 people surveyed, less than half verified that a lead actually has a valid business need for their offering before passing the lead on to sales.
Out of curiosity, who would you rely on most to determine if a company has a valid business need for you product/solution offering?
a.) Sales Representative (whose commission is based on closing business)
b.) Telemarketing (who’s hired to ensure that every prospect has a valid business need)
c.) Marketing Manager (whose time and effort should be spent generating new leads)