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Interesting Blog Post From Marketo on the 3 Essentials of a Successful Qualified Leads Program…

The 3 Essentials of a Successful Qualified Leads Program Lead Management By: Kylie Peters In a way, sales reps are like nurses or doctors. They take people’s temperatures to determine how they’re feeling. A “hot” prospect is ready to buy. A “cold” prospect is merely browsing inventory. Before the internet, this heat check was usually performed in person. Sales reps would get a good sense of how interested someone was in their company’s products or services by spending some time with them. Qualified leads would ultimately receive more attention—the sales rep might play 18 holes with them to help close the
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