Marketing people generate leads today and continue to simply throw them over the fence to sales people — for their disposition and follow-up. And considering the new barriers to follow-up today (making contact via phone, fax and e-mail) it should be no wonder why less than 20% of leads ever get follow-up.

Until marketing realizes and understands the problems associated with lead follow-up in the sales department, and that THEY need to be part of the solution, SALES will rule and MARKETING will drool – while searching the likes of employment websites like http://www.monster.com because their management doesn’t SEE their personal value.

After more than 2-decades of providing lead response management and follow-up services to companies – I now teach an industry proven lead response management process to individual companies, and the exhibitors of progressive trade show organizers, that assures 100% lead follow-up after an event or trade show.

Education is the key differentiating factor in business solution offerings today. And marketing has to learn that they are also being measured by RESULTS… not ACTIVITY.