The presentation entitled, "Lead Generation and Qualification: The Different Viewpoints of Sales and
Marketing" is presented by Larry Fleischman, Director of Marketing for Televerde, a leading B2B provider in
sales pipeline development solutions. For more information on lead generation programs, visit the Televerde website at http://www.televerde.com/solutions/demand-generation-marketing.
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Lead Generation and Qualification - Televerde
1. Lead Generation and Qualification The Different Viewpoints of Sales and Marketing
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3. Lead Generation and Qualification Further complicating lead generation and qualification are diverse definitions of the ideal customer. When salespeople pursue unresponsive prospects generated by marketing, they may start changing the message, product and pricing. They try to make the prospects fit in any way possible. The result is two departments pursuing different target audiences. Another area of misconception between sales and marketing is the volume of leads required to meet revenue quotas. Marketers assume salespeople want more leads so their efforts are focused on lead qualification and putting more opportunities in their pipeline. In actuality, salespeople want more time to effectively sell to sales-ready prospects.