HomeResearch Articles A Marketer's Guide to Defining Lead Quality With Sales

A Marketer's Guide to Defining Lead Quality With Sales

  • Agreement between sales and marketing on what constitutes a "quality" lead is an essential starting point for effective demand creation
  • When defining lead quality, the primary focus should always be the maximization of sales productivity
  • A disciplined, fact-based approach to defining lead quality results in a balance between lead quality and quantity, as well as a more productive sales team
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