Numeric Scoring: The Key To Lead Management Success
JULY 31, 2009
They: 1) Sit with sales, talk about leads, and come to an agreement about what is a Marketing Qualified Lead (MQL). and set a numeric threshold that leads must attain before they earn the MQL status and get passed to sales. By decomposing the lead into multiple scores, the identification of an MQL is any lead that exceeds thresholds set for each dimension independently.