A well performing sales rep was not able to reach his targets for a couple of months. His superior went up to him and asked for his process of lead nurturing. Pat came the response, “I have been building a relationship with the prospect, set up a meeting to pitch our USPs, and keep in […]
Rather than increasing lead volume, lead qualification must reduce sales uncertainty. B2B enterprises that precisely define MQLs, HQLs, and SQLs, and build handoff logic between them often consistently convert leads to pipeline. However, most B2B teams prioritize MQL volume, leaving aside the question: What is a sales qualified lead? The MQL vs SQL debate, thus, […]