Alignment between marketing and sales teams in the B2B world is a constant struggle. Marketing thinks that sales is not prospecting enough to find viable leads, while sales thinks that marketing is not spending their money effectively and is, as a result, finding low-quality leads.
So, how do we quell this squabble and bridge the trust gap between business units? There’s only one solution: Increase transparency and communication using an account scoring engine. In this session, you'll learn how Donny approaches building account scoring models, including:
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