and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. Marketing must take on the early-stage lead/prospect communication that was once the sole responsibility of sales, and frequently the two groups must work together to nurture a buyer from lead to prospect to customer. While challenging, it is possible to get marketing and sales on the same page.  As B2B buyers leverage Web 2.0 Don’t do that!

When you look at your sales pipeline (either as an individual or from a team perspective), how do you evaluate it? Do you look at the quality of the leads and the probability of those moving to a next step? Do you see a lot of activity and a healthy number of leads and believe that as long as there are prospects being called on, that will eventually bring in the revenue? say this because it is filled with prospects, leads, and opportunities, but the definition of what constitutes each stage varies from company to company and sometimes from management to sales person.