Chapter 2

Where do leads go cold between marketing and sales?

Khách nguội đi ở đâu giữa marketing và sales?

The chapter's question

How long from someone leaving their details to someone contacting them?

Big idea

The gap between the two departments is where opportunities go cold.

In this chapter

  1. Part 2.1

    Measuring Response Time

    What is my real number, measured in hours?

  2. Part 2.2

    Who Reaches Out and Says What

    Does the salesperson's opening match what marketing promised?

  3. Part 2.3

    Leads Nobody Called

    How many of last month's opportunities were never contacted?

  4. Part 2.4

    Context Passed Along

    What does sales receive besides a name and a phone number?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Marketing and Sales is free to read right here.

Read in Conan School

Chapters of Marketing and Sales

  1. 1.Same word, two teams: do we mean the same thing?
  2. 2.Where do leads go cold between marketing and sales?
  3. 3.What does sales hear that marketing keeps missing?
  4. 4.Is passing every lead to sales really helping them?
  5. 5.Are the teams arguing about customers, or spreadsheets?