HomeResearch Articles Evolving Qualification Strategies in a Buying Group World

Evolving Qualification Strategies in a Buying Group World

  • Marketers often struggle to go beyond the individual and connect activity signals at the account, solution or opportunity level
  • Most organizations today use lead scoring rather than capturing scores at these levels
  • Teleservices teams focus qualification efforts person by person and have limited visibility into the connections of signals as they relate to an account or opportunity
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