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 buying cycle. Meanwhile, the marketing department is dismayed that so few leads are followed up by the sales department. In order to increase sales, companies need to execute sales and marketing alignment. A marketing intelligence system like ActiveIQ can work to achieve this goal.
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