The relationship between sales & marketing needs to change

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See the full story here The relationship between sales & marketing needs to change

Marketing Automation’s role is to navigate prospects through the sales pipeline and pass well qualified, high definition leads over to the sales team, but you can’t just bolt sophisticated web based demand generation tactics onto the existing sales process and expect things to work. The relationship between sales and marketing needs to change.

Change 1 – Encourage “explore stage” calling