Only 1 in 2 Companies Say Sales & Marketing Have a Formal Definition of a Qualified Lead

If sales and marketing are to work better together, it might help to have an agreed-upon formal definition of what a qualified lead is. And yet only half of the firms responding to CSO Insights’ 2014 Sales Performance Optimization Study, underwritten by Velocify [download page], say that that’s the case – and that percentage hasn’t shifted much in the past 3 years. Not surprisingly, the study finds that those with a formal definition tend to enjoy higher lead conversion rates. (more…)