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Do you want to fulfill your true marketing potential? In B2B Marketing and More With Pam Didner, you’ll learn actionable strategies and tips around digital marketing, sales enablement, MarTech, demand generation and more. 

As a marketing consultant, author, and global speaker, Pam emphasizes that marketing should leverage sales as another marketing channel and sales should use marketing as a hidden salesforce. 

In each episode, she shares her personal stories, templates, and frameworks that you can immediately put into action to help you support your sales relationships and make you look like a rockstar!

For more information, visit https://www.pamdidner.com.

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  2. 82 - Qualified Leads: Reduce Tension between Sales and Marketing

82 - Qualified Leads: Reduce Tension between Sales and Marketing

Mar 28, 2019

Someone filled out a question card at my workshop without leaving a name, but I like the question: “How to Reduce the tension between sales and marketing over timely follow up to qualified leads?”

Whoever wrote the question, I just want to let you know that it’s a common issue across industries and companies. You are not alone. Marketing works hard to get leads, but sales says that the leads can’t be converted or are not ready to act on. Sometimes, they don’t even follow up… I get it.

I think there are three ways to address this issue:

  1. Agree on actionable MQL definitions
  2. Focus on quality of leads, not quantity
  3. Establish a Service Level Agreement (SLA) 

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