Why B2B Sales Leads Don't Convert (and Who Is to Blame) @MarketingProfs @Showpad @DemandMetric
The Blame Game
- Aside from price, there is little agreement between sales and marketing professionals about why deals fail to close with qualified prospects.
- Sales professionals cite the lack of marketing assets and support as the top reason they fail to close deals.
- Marketers' view of the top cause of failure—lack of empowerment to negotiate—is more sympathetic to their Sales colleagues. However, the second-ranked cause is not: lack of sales skill or ability.
