This document summarizes challenges in converting leads to sales in today's market and proposes solutions. Traditional lead generation and sales approaches are no longer effective due to changes in buyer behavior. Buyers now do extensive research online before contacting sales and expect knowledgeable discussions of how solutions can benefit their business. However, most sales teams still rely on outdated sales approaches. The document recommends aligning sales and marketing messaging based on buyer personas, using inbound marketing to generate and nurture leads, training salespeople in a formal sales process aligned with the buyer journey, and ongoing investment in sales and marketing technologies and strategies.