One of the biggest sources of tension between marketing and sales is the quality of leads.

From the point of view of sales, marketing qualified leads, or MQLs, are notoriously iffy, derived from people downloading gated content and signing up for newsletters and so on.

Marketing hands these leads over to sales, thinking, we've done our part! But sales turns around and says, these leads are garbage! People who download an ebook or whatever are not necessarily in the market. We need leads that are actually ready to buy!

It stands to reason that marketers could do with a better way of sourcing and evaluating leads before handing them to sales.

What could that look like?

My guest today is here to paint us a picture.

Quincy Johnson is a senior consultant at Compound Growth Marketing, a demand generation consultancy.

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