Conflict between sales and marketing over what are qualified leads has existed since the dawn of modern marketing. It’s pretty typical for an organization’s marketing team to feel that their sales team is at fault for not following up with their leads. “If only sales would make more calls…” is how this line of thinking usually begins.
On the other hand, the sales team typically will come back and say that the leads the marketing team provides are worthless and unqualified. Sadly, this too often is true; a name on a list does not make it a qualified lead.