Four typical stages of classifying leads

Posted by on February 24, 2020

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The blog post below is a modified excerpt from Thriving in the Customer Age. It is one of the many highlighted insights that are outlined in the book. The typical classification of leads in B2B follows a waterfall model, starting with a Marketing Collected Lead (MCL) that becomes Qualified (MQL), which is then handed off to Sales (SQL), […]

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