Case Study

Verint: From Sales-Mandated "Do Not Engage" to True Alignment

January 1st, 2018


A disciplined, process-based approach to lead management requires agreement between marketing and sales on definitions and service-level agreements and a mutual commitment to balancing lead quality and quantity. Many organizations must overcome a lack of common lead management processes and sales team skepticism to drive greater alignment between sales and marketing and improve conversion rates. By building a common vision and implementing the Demand Waterfall® and other best practice frameworks, Verint realized significant gains.

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