Thomas Paine once said "What we obtain too cheap, we esteem too lightly, 'tis dearness only that gives every thing its value."
We believe the lack of sales lead follow-up by salespeople (a persistent rumor of 75-90%), has to do with their disrespect for the time, effort and cost marketers expend to find the inquirer. They don't know how much it costs to find qualified prospects. Plus, most don't know the that nearly half of the inquirers they get will turn into a sale for someone. They obtain sales leads too cheaply with little effort on their part.
Why its Important:
"Half the B2B inquires created by marketing will turn into a sale for someone. Ok, maybe not half, only 45% on average."