sales CRM Related Topics 
Everything Technology Marketing
JANUARY 1, 2011
It was difficult to tell lead quality and impact on sales pipeline, so in the absence of real quality indicators, more was considered better. This flood of leads overwhelmed sales and distracted from the selling part of their jobs. And marketing received the blame for creating poor leads and wasting valuable selling time.
Everything Technology Marketing
MARCH 14, 2011
Especially if your marketing and sales organization is new to content and buyer centric marketing, don't be tempted to build the perfect system that, for example, captures 8 granular buying stages, 5 buyer personas, across, 5 market segments. Don't gloss over these concerns in your marketing and sales engagements.
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