Rules of B2B Lead Scoring – Who’s Hot, Who’s Not
Industrial Marketing Today
OCTOBER 7, 2010
According to Marketo , a 10% increase in lead quality = 40% increase in sales productivity. There is no doubt in my mind that lead scoring does produce measurable benefits. By scoring and prioritizing your leads, sales can focus more on SQLs and winning more closes instead of wasting their time on nurturing MQLs.
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