Watch CIA, FBI, or military movies and you’re bound to hear the term, “Need to Know”. We all know that when we hear those words, somebody isn’t smart enough, tactful enough or competent to handle the knowledge appropriately and the people saying those words consider themselves better able to act appropriately.
Recently, I met a sales executive that didn’t know his company was a Hubspot user, didn’t know the kind of data that was available when a lead was generated. Realization started when I asked the question, “How many sales have your salespeople closed as a result of inbound marketing?”
This is what I think is going on. The marketing executive doesn’t think that the sales force is capable of helping with marketing. So, he doesn’t share access to the data.
Could it be something else?