Rules of B2B Lead Scoring – Who’s Hot, Who’s Not
Industrial Marketing Today
OCTOBER 7, 2010
Sales uses its front-line experience and expertise to validate marketing’s lead scoring assumptions. According to Marketo , a 10% increase in lead quality = 40% increase in sales productivity. 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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