Sales Disqualifying Too Many Leads
According to research from SiriusDecisions, 79 percent of leads generated by marketing are not followed up on by sales teams. Of the remaining, 70 percent of leads are disqualified by sales because of lack of budget, timing, or other reasons. However, the same data from SiriusDecisions found that 70 percent of those disqualified leads go on to purchase the product or service from another vendor.
Source: What a Waste, SiriusDecisions, 2004.