Mark C Adams, MBA There is one simplistic solution to this age old problem:
Make one VP instead of two.
VP of Sales/Marketing is accountable for results on both sides of the house.
You'd be amazed at how quickly productivity increases
There's no finger pointing, one person is held liable for all lead and sales results and all of a sudden sales managers realize if they don't support their VP's efforts their next employer might ask them why.

Paul Dionne I agree Mark. I am responsible for lead generation and sales. My personal belief is crappy leads lead to crappy sales. Best to focus on generating leads from prospects who your firm will be able to provide exceptional value for. Otherwise, you wind up with customers that are a poor fit and will not provide referrals.

Paul I do believe the same. To generate a good lead which could be converted from a prospect to client we need to know the requirement of the prospect along with the value addition we can make to his firm.