CAMPAIGN-PLANNING5 MIN READ
Align With Sales on Lead Quality
Negotiate a campaign objective and KPI with sales that balances lead volume and lead quality.
Evan E Sales Director 1 Lower blame 2 Define quality 3 Set scorecard The conflict 20 sec Lead quality dispute Sales sees 640 leads and only 41 worth calling. Marketing sees delayed follow-up and unclear qualification. The next campaign will repeat the same fight unless volume and quality become one objective. 640 captured leads 41 sales-worthy leads
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