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Over half of a company’s sales time is wasted on poor prospects. Whether you’re cold calling, emailing or following-up with people on your “to contact” list, chances are, you’re wasting a huge amount of time. It’s tough to point the finger and tell who’s to blame. Is it the marketing team’s fault for sending poor-quality leads? Or the sales department’s fault for failing to convert them? There is no clear-cut answer. However, we wanted to find out how companies overcome the problem of poor-quality leads making their way into sales pipelines. Their answers are compiled here.

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