Executive Summary: You are running digital campaigns, your website traffic is spiking, and your social media impressions are at an all-time high. Yet, at the end of the quarter, your closed revenue remains flat. When marketing generates attention but sales cannot close the deal, the standard reaction is to blame the quality of the leads or the skills of the sales team. However, the true culprit is rarely human error.
Research indicates that misaligned marketing and sales processes can cost B2B organizations up to 10% of their total annual revenue. The real missing link between an engaged prospect and a signed contract is your underlying IT infrastructure. Here is why your leads are dying in the gap—and how to engineer a system that actually converts. Continue...
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