There should be no trade-off between lead quality and lead quantity. You want – no, need – both. Carrying high quota means high pressure. And Marketing needs to understand that.
The reality is, Marketing does understand your pressures. Increasingly, they face them, too.
Fortunately, data-driven modeling and predictive analytics are making it easier than ever to align these two disciplines.
It’s all about alignment. If Sales and Marketing aren’t moving in the same direction, you see a lot of wasted motion and very little progress.
