Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.
Industrial Marketing Today
MAY 11, 2010
So the waterfall concept is Inquiry > MQL > SAL > SQO > Close. Lead generation and lead nurturing have been put on the backburner and clients are interested only in finding leads that are ready to buy now (see my previous post, “The Role of B2B Marketing is Shifting from Lead Generation to Revenue Generation.” ).
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