Should SDRs or Marketing Own Lead Nurturing?
Engagio
SEPTEMBER 29, 2023
That’s why lead nurturing remains such a key element of a good B2B go-to-market. A few strategies we use at Demandbase to make this work: We adjust ownership based on the ICP fit and account and prospect journey stage. But when they reach a Marketing Qualified stage (MQL or MQA), the automated nurturing stops, and the SDR takes over.
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