The quiet cost of an undocumented handoff between functions
A short observation on how much value leaks at the boundary between marketing and sales.
The handoff moment between marketing generating a lead and sales taking ownership of it is one of the least-instrumented points in most commercial processes, despite being one of the most consequential — a delay or miscommunication here can cost a genuinely qualified opportunity entirely.
Simply measuring the time and completeness of this specific handoff, something few organizations track deliberately, tends to surface fixable process gaps that neither function had previously noticed on their own.
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