With a constant influx of leads (a good thing!), marketers sometimes have the tendency to immediately toss the incoming leads (from marketing campaigns, website, trade shows, other marketing efforts) over the fence to the sales team. Leads are leads, right? Well, not so much. There are steps that a marketer should consider taking, prior to forwarding leads to the sales team. Join Adam Dewey, Sales Manager at Pardot, for a look at leads from the sales team’s side of the coin. Take a look at lead qualification and erosion in detail, what these terms mean and actions you can take to improve your lead quality.
Speaker: Adam Dewey, Sr. Sales Manager, Pardot
Originally presented in May, 2012.