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lead scoring

The Marketing Personalized Lead and the Sales Buyer’s Journey

All B2B marketers know what an MQL is, but what’s an MPL? It’s the Marketing Personalized Lead and it reflects the needs of the individual sales resource to whom the lead will be distributed. This requires marketing to apply the same science to understanding the needs of the sales channel …

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Lead Distribution Scoring – a key differentiator for B2B marketers

Lead scoring is a well established technique for marketers to translate digital responses into levels of qualification for next stage outreach. For companies with no direct sales or sales cycles of 30 days or less lead scoring methodologies can be rapidly optimized around purchase behavior. For long cycle B2B sales …

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