lead scoring

Does Sales Value Lead Scoring?

I’m pleased to share some smart advice from Kathryn Roy, Managing Partner at Precision Thinking, a consulting company that addresses three key areas for B2B sales & marketing teams — primary research, strategy, and sales enablement. She’s worked with some of the most successful B2B companies including IBM, Avid, CA, Constant Contact, and Lotus, and has published in HBS Working Knowledge, MarketingProfs, and Mass High Technology.

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DC Analyst Connection: Coordinating Marketing and Sales across the Entire Revenue Cycle

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Lead Management Will Never Be The Same Again

by: Jon Miller

$300 billion dollars a year. That’s what the 3,000 largest B2B companies in the world spend annually on lead generation, resulting in billions of leads. Yet despite this massive expense, I have yet to find a sales executive who is happy with the number and quality of marketing generated leads.

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