Marketing Lagging in good B2B Sales Leads?

Alright, most of you know I am a big believer in b2b sales understanding the world of marketing if they are going to join the ranks of the B2B Sales Superstars. So, I look at what marketing departments and their ad agencies are generating to develop quality leads for the b2b sales team.

Simply put, the marketing groups are getting low scores in the world of gathering high quality leads for the typical b2b sales person. Why is this happening with all these smart people working for marketing departments.

These marketing groups are getting some things done like social media marketing (the young people in this departments understand how to use this media.) and they know how to get print advertising done and even some public relations marketing. And some have rediscovered the use of “You and Your” to place the potential customer in the story line.

However, when I review the content of the marketing pieces or even the social media – they is one common missing link to make it totally work in the world of b2b sales. So, what is missing?

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