SUMMARY: Which best practices are marketers NOT using to effectively manage their marketing-to-sales process? The one that stands out here is the ability to hand leads back to marketing when they have proven not to be sales worthy.
These are usually qualified prospects that simply arenít ready to purchase. And not having process to handle this is a missed opportunity by allowing these future sales to fall through this gaping crack in the pipeline.
How Organizations Manage the Pipeline from Lead to Sale