Sales 2.0 talks about creating a more collaborative relationship between marketing and sales departments throughout the early chapters. On page 37, the authors discuss a very simple way to reduce friction between teams surrounding the definitions of a target customer and qualified lead. The process of creating a grading system together along with the actions to take on each type of lead produces transparency and accountability.
How many times has the language and definitions we use to communicate caused misunderstandings between sales, marketing and new business development?
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