When you’re building your B2B lead generation model, it is important that you create clarity in the objectives you have for each function of the process. This is especially so at the point of transfer between marketing and sales. For most organizations, that point occurs when a lead can be classified as a sales qualified, or sales ready, lead (SQL). We define a SQL as an organization that: Has the pain you solve Fits your target client/customer profile As a reasonable timeframe for opportunity...
