Comments on: Another 90% Statistic About B2B Marketing; Really! – B2B Marketing and Sales Tip #75 http://blog.reachforce.com/sales-and-marketing-tips/another-90-statistic-about-b2b-marketing-really-b2b-marketing-and-sales-tip-89/ B2B Marketing and Sales Tips Tue, 03 Nov 2009 15:52:50 -0600 http://wordpress.org/?v=2.8.4 hourly 1 By: Mac McIntosh http://blog.reachforce.com/sales-and-marketing-tips/another-90-statistic-about-b2b-marketing-really-b2b-marketing-and-sales-tip-89/comment-page-1/#comment-1082 Mac McIntosh Thu, 28 Feb 2008 14:55:14 +0000 http://www.theb2blead.com/trade-shows-and-events/another-90-statistic-about-b2b-marketing-really-b2b-marketing-and-sales-tip-89/#comment-1082 Yes, salespeople do tend to cherry-pick leads, from tradeshows and from other lead sources. This is because salespeople are rewarded, tracked and measured by the sales they close now, this month, this quarter. So they focus on the leads that appear to them to have the most potential. Part of the solution is for marketing to capture, respond to and nurture all leads until they are qualified as leads which represent sales ready opportunities. Yes, salespeople do tend to cherry-pick leads, from tradeshows and from other lead sources. This is because salespeople are rewarded, tracked and measured by the sales they close now, this month, this quarter. So they focus on the leads that appear to them to have the most potential.

Part of the solution is for marketing to capture, respond to and nurture all leads until they are qualified as leads which represent sales ready opportunities.

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