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Marketing Qualified Lead (MQL) waterfall,

As a sales rep, you’ve probably already felt the disconnect between the plethora of leads that marketing gallantly throws your way, and the qualities that a prospect must exhibit before you would even consider engaging that contact.

You’re not alone, and it’s not your fault. More likely than not, Marketing is working with a different set of goals and targets than you are, and though it may seem that a little sales and marketing alignment is in order, a quicker and less complicated solution is in dire need.

Does your sales process feels buried in marketing content?

We understand the confusion, you have more digital sales aids, more technology, more sales process, more sales content, etc. and everyone is telling you that it’s going to make everything easier and more streamlined when it comes to selling to your client.

But in reality, you’re spending less time actually doing your job -selling to clients- and more time sifting through what seems like endless reams of files for something valuable to use in your next sales call.

Who or what is to blame?