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Assessing Lead Flow Effectiveness
These are the problems analyzed and solved in this report: Marketing believes they are supplying quality leads in sufficient quantity to Sales who cannot seem to close them. Sales, on the other hand, believes Marketing is not producing enough leads and those that are provided are of poor quality. Organizations faced with this strategic conflict have had difficulty finding a means to arbitrate the dispute. Mid-market sales leaders face an almost impossible challenge – they must increase their book of business with existing sales representatives, current support staff, frozen budgets, and static customers. The best hope to make the number is to leverage the ‘new’ leads received from marketing, partners, or business development. 
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