The marketing-to-sales handover is the biggest leak in industrial businesses

Marketing generates the enquiry. Sales takes the call. Somewhere in between, good leads go cold. The cause is rarely the people. It's the system.

Four common handover failures

Response speed (industrial businesses respond in five hours, not five minutes). Qualification depth (the sales rep re-qualifies what marketing already qualified). CRM data loss (context dies between the marketing platform and the CRM). Reporting blind spot (the space between 'enquiries generated' and 'qualified opportunities' has no owner).

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