Question: Fill in the blank: As marketing gets better at delivering the right number of leads each month, they’ll also need to get better at ______.
- reporting on those leads
- communicating with those leads
- closing sales with those leads
- delivering those leads at a sensible cadence
Explanation
As marketing improves lead generation, maintaining a sensible cadence ensures sales teams can effectively engage and follow up without being overwhelmed. RevOps principles emphasize alignment between marketing and sales to optimize lead handling, conversion, and operational efficiency. Proper pacing prevents bottlenecks, maximizes resource utilization, and supports predictable revenue growth. Delivering leads steadily allows teams to act strategically and maintain consistent performance.
Why the other options are incorrect
A) Reporting is important but does not address operational flow or team capacity.
B) Communicating with leads is a sales responsibility, not directly a marketing cadence issue.
C) Closing sales is a downstream activity, not related to pacing lead delivery.
Source for verification
Introduction to Revenue Operations
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