According to industry research, 59% of marketers say they provide salespeople with exceedingly high-quality leads. However, only 25% of the actual salespeople are willing to agree with that statement. Marketing leads are being ranked last, subsequently following referrals and leads sourced by the salespeople and 63% of marketers confirm that their top challenge is in generating enough traffic and leads. Furthermore, 22% of businesses that have an SLA in place are 3x more inclined to admit their approach is effective compared to those in misaligned organizations.
SiriusDecisions reports 70% of the purchasing process is now completed by the time the prospect is prepared to communicate with sales. That means the marketing department is working hard to do their part in nurturing the leads before they send MQLs (Marketing Qualified Leads) to sales.