B2B organizations have set up their commercial engines to function in a handoff mode,” said Adamson, “Marketing works in digital and Sales works in person. Marketing works at arm's length at scale and Sales is all about looking your customer in the eye and sitting across the table having a conversation. There are all sorts of reasons why that would happen over the years, but what's interesting is as a result, we've set up an entire commercial infrastructure that is built around the handoff.

https://www.forbes.com/sites/johnellett/2018/06/12/most-b2b-marketers-are-making-this-same-big-mistake-and-it-is-hurting-sales/?tceid=5bc9c89598fcca0be0136de0#495eb4b72982