Sales and marketing teams continue to compete over the same leads. A major step towards successfully implementing the available tools that can help improve sales is to tear down the wall that separates the two disciplines.

Many B2B marketers continue to approach lead generation with a “spray and pray” mentality. Lead gen is unproductive if you're assets are seen in the wrong spots.

Typically there is no single answer to the challenges today's competitors face. Such is the case with lead qualification strategies. There are common hurdles to overcome, such as data sharing among legacy systems, but lead qualification is a practice that is nuanced by the diversity of the markets you serve.

We continue with lead allocation, campaign evaluation, and focusing on the outcomes that result from your lead gen practices.

Lead generation is more than filling a quota.

Top quality data is the key to running a business effectively. The quality of the data in a list can make or break a company. Lists comprised of inaccurate or outdated data mean wasted time and wasted money. Additionally, following the leads on such a list is inefficient, and unfruitful. Quality is a big consideration in list sourcing. It is vital to manage and update the data from lists regularly. Otherwise, the likelihood of generating any revenue from lists is virtually nil.

Marketing is usually perceived as an add-on to B2B companies. In reality, it should form the core.