Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.
Industrial Marketing Today
MAY 11, 2010
A vast majority of the survey respondents reported that outbound tactics outperformed inbound initiatives for generating qualified leads. So the waterfall concept is Inquiry > MQL > SAL > SQO > Close. Given the current state of the economy, I find companies in the industrial sector only recognizing SAL’s and SQO’s.
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