4. Your Sales and Marketing Teams Have to Talk to Each Other
Since nearly 57% of the buyer’s purchase decision is made before even talking to Sales, reps must come to the call with just as much information about the prospect. If reps start asking questions that the prospect has already answered in a landing page form or in social media interactions, the work Marketing has done to warm up the lead is diminished. Instead, reps should be having conversations that position them as helpful consultants -- and they can only do that if they're equipped with the information Marketing has gleaned thus far about the prospect through their website and social media interactions.