Is Lead Flow to the Reps Too Slow or Gridlocked?
ViewPoint
JUNE 15, 2017
One finding stood out: 85% to 90% of all inquiries and leads were in a qualification and nurture process that was out of control. The lead generation team was doing its job, but the rules for a qualified lead were so onerous that very little was going to the salespeople. Qualification should be fast.
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