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When Does a Lead Become a True “Sales Lead?”
Your demand generation campaigns are bound to generate responses. But are these all leads, worthy of follow-up by your sales reps? Even inexperienced marketers know that the majority of responses are simply inquiries: people seeking more information or responding to a promotional offer.
Distributing raw inquiries to your sales reps without at least some basic qualification mechanism to categorize the ones that are true sales leads can be a suicidal experience. So, the real question is: how do you identify a legitimate “sales lead?”