In the B2B world, the difference between sales and marketing is an idea that you almost learn on instinct. But sometimes knowing that difference does nothing but create tug-o-wars on what defines a lead or what defines a promising sales appointment.

It doesn’t go away even when you’ve outsourced your appointment setting services to another company. They still come back, asking you for any more specifications. Why is that? Could you really be any more specific? Does it really say more about marketers than it says about salespeople?

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