Is Marketing a top source of leads for sales?

Chart of the Day: Marketing provide lower quality leads compared to those sourced directly by the sales reps

A Sales and Marketing SLA is important, but as we found out last week 21% of respondents characterize their company's Sales and marketings relationship as either misaligned or 'don't know'.

But how often do marketing teams provide their sales team with quality leads? Not as often as they find their own.

38% of respondents said that leads sources by sales are the top source of sales, 33% say referrals are the top source of sales and only 25% of respondents believe leads sourced by marketing are their top source of sales.

Sales respondents in organizations with an SLA between Marketing and Sales felt differently. Those respondents ranked marketing-sourced leads highest. Thanks to alignment, which sets clear expectations on the types of leads Marketing should provide and a feedback loop between departments, these sales respondents are nding much higher value in the leads Marketing generates for them. - Hubspot, State of Inboud 2017

Investment in your sales team is important in order to help enhance their ability to source top quality leads that convert - yet almost half (49%) of respondents said their company was going to spend less than $5,000 dollars for sales training and 43% of sales technology.

If you can't wait until my next Chart of the Day, you can view the full report online.

Source : HubSpot
Sample Size: 6,000+ worldwide inc CEOs, Directors and individual contributions from large and small businesses
Recommended resource: Sales and Marketing integration guide

Contributer : Smart Insights