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Why Doesn’t the Sales Department Follow up on our Leads?

Posted by Erik Annerberg on March 30, 2017 (accountbasedmarketing.org).
A little more than a year ago I met a marketing director at a global company that was tasked with looking into the company’s “leads-to-business”-process. She found that, despite their efforts, mainly through marketing automation, the revenue of the company did not increase as much as had been expected.
But that wasn’t all.  According to the marketing department, next to no-one followed up on…
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