Why your lead-scoring strategy isn't working

05/29/2013 | Sales Benchmark Index

A problem with the way leads are qualified might exist if salespeople rarely use the leads they receive from the marketing department, writes John Koehler. In particular, marketing professionals may be scoring leads incorrectly or may have improperly set the threshold that determines when opportunities are passed on to the sales team, he writes. The marketing department also could be allowing excitement to cloud its judgment when it comes to highly desirable prospects.

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