Marketers focus more on the top of the sales funnel, while sales reps close deals at the bottom of the funnel. As markets move prospects down the funnel and prepare them to be sold to by the sales team, they create better prospects for the sales team to engage with.
According to research we conducted in partnership with ReachForce, half of sales repsí time is spent on unproductive prospecting, with sales ignoring as much as 80 percent of marketing leads. For both teams, that amounts to a lot of hard work for nothing. So what happens when sales and marketing do work well together? Businesses are 67 percent better at closing deals.