Prioritization of leads takes significant time ‒ unless you have a sound lead scoring strategy in place.
Your sales team can spend countless hours sifting through names and making educated guesses at who to call. But the most successful sales teams are the ones who know how to prioritize their follow-up and make connections with your “best fit” leads.
For a sales rep, converting a list of cold leads to new business opportunities takes a ton of time and effort. Being a sales rep myself, there is nothing more frustrating or distracting than getting stuck doing unnecessary research, manually personalizing emails or calling bad leads.
Marketers, do yourself a favor and think outside the MQL box. It’s a dated and irrelevant concept that has outlived its usefulness. Sales doesn’t care about it, your board shouldn’t, and neither should you.