B2B marketing is about driving sales, yet a common complaint from the sales department is that "Marketing throws leads over the fence!” Too often experience has shown sales that few leads from marketing are qualified and even when they are; the timing is too early in the cycle. Meanwhile the marketing department is constantly dismayed that so few leads are actually followed up by the sales department.

Companies need sales and marketing
alignment and almost 80% of companies have this problem (Aberdeen Research, 2007).  

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