Sales and Marketing Alignment Around Quantity or Sales Ready Leads
Channel: VisionGroupConsult
Date: 2011-07-12

http://www.visiongroupmn.com/sales-marketing-alignment.htm Aligning sales and marketing around the wrong measures can create some lively conversations between the two groups. 
The best of breed have demonstrated the mutually agreed upon definition of what is a "Sales Ready Lead" is important in the alignment of sales and marketing. In addition, the measurements around "when" a lead is sales ready are part of the foundation of successful nurturing programs.

If Sales is driven to close sales based on their measures and Marketing is driven to obtain more leads based on their measures. What bad things can happen around the "quality" of sales ready leads provided by marketing and the attention Sales gives to general marketing leads?

http://www.visiongroupmn.com/Articles/consultative-sales-marketing.htm