Rules of B2B Lead Scoring – Who’s Hot, Who’s Not
Industrial Marketing Today
OCTOBER 7, 2010
Are they sales qualified leads (SQLs) ready to be passed on to sales or do they require further nurturing because their score qualifies them as marketing qualified leads (MQLs) ? Sales uses its front-line experience and expertise to validate marketing’s lead scoring assumptions. Leads sent to sales 1,372 1,058.
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