The Lead Fundamentals of Scoring

If you’re not scoring your leads, you’re not running an efficient sales and marketing program. Years ago you could afford to send every lead to your vast sales team but that just doesn’t work anymore. Today the prospect is firmly in control of the sales process. They indicate when your sales team should engage with them by their actions, and if you’re not listening, you will either irritate them by calling too early and often or miss the opportunity by not connecting with them in time.

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