Great marketing generates educated, filtered prospects who are convinced you have the right solution for them. Your sales team gets inquiries from qualified, knowledgeable prospects. Their job is simply to ask for the order.
Bad marketing generates general prospects that need to both be educated and filtered by your sales team. The sales team’s job becomes a complex (and time consuming process) of both qualifying and educating random prospects. Their job is now twofold – be a marketer and a sales person.
Great marketing is efficient and results in scalable companies. Bad marketing is sloppy and results in an ever ending quest for “rainmakers.” And, as I suspect you already know, there aren’t too many that exist and the ones that do cost more than you could ever afford.