It’s worth noting that the average number of qualification criteria selected (per respondent) was only two.
As I’ve stated again and again on these pages, lead qualification is an area where B2B organizations can surely find more proficiency. The most unexpected piece of data is that less than half of those surveyed verified that a lead actually has a valid business need for their offering before passing the lead on to Sales. Thus, Sales is trying to chase down and close leads where everyone is clueless about whether the prospect may even need the solution.
Fundamentally, a lack of mature lead qualification results in misalignment of Sales and Marketing. That’s why it is so important to either qualify your marketing leads internally or hire an outsourced lead generation provider to manage this function.