The symptom is specific: marketing celebrates lead volume while sales rejects most inquiries. Start with the affected item and identify the decision or input that could produce this behavior.
Find the likely cause
The teams optimize different definitions of success.
Treat this as an explanation to verify against the actual work. Look at the input, the relevant decision, and the final result together. If the evidence does not support this diagnosis, investigate the mismatch before applying a convenient but unrelated fix.
Make the targeted correction
Agree on a useful qualification standard and report it alongside volume.
Lead quality improves when marketing receives specific feedback about fit, need, and the reasons inquiries do not progress.
Check that the repair worked
Review a shared sample of recent leads.
Repeat the check on the final version that the reader or customer will encounter. An approved draft, a preview, and a published result can differ; the acceptance decision should concern the version people actually use.
Prevent the next related failure
A separate issue to watch for is this: sales feedback says only bad lead. Use specific categories such as scope, timing, or unsupported need.
Monitor the useful outcome
Track qualified inquiries, reasons for disqualification, and changes by acquisition source.
Keep a short record of the original symptom, the evidence behind the diagnosis, and the result of the acceptance check. That record makes the solution reusable when the same condition appears again, without assuming that every superficially similar problem has the same cause.