
Crisis in Lead Generation for Complex Sales
Many organizations rely on inside sales departments and/or third party firms to generate leads for their outside sales teams. Investments in marketing automation systems, such as Marketo, Hubspot, Eloqua, and others, along with increased inside sales headcount and program budgets, have set lofty expectations for your business. The crisis is that for many companies, the investments are not generating significantly more qualified leads for the sales organization. Why is that? T