Cost of validating a marketing lead

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This means you have inexpensive SDRs call a relatively large number of leads to make sure you don’t miss any opportunities, but then only pass very highly-qualified leads to the expensive account executives.Once you’ve decided to build a lead qualification team, you have to make hundreds of decisions about how to manage the process.Here are some of the best practices I’ve learned over the years.Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team.

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