When sales people don't pursue good leads

I generally don’t write about leads. But ON24 asked me to deliver a talk on “Getting Sales to Love Your Leads” in a webcast yesterday, and I thought you might want to know about the archived version. The webinar is not about generating leads or managing their quality – ON24 had already hosted a number of speakers on that topic, and frankly, most marketers devote so much energy in that area that they miss the critical next step. The question I was asked to address -- what can we do when we have generated really good leads and the sales people won't follow up?

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Topics: Good Use of Personas, Product Marketing Redefined, Sales people

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