Mac McIntosh's newsletter for business-to-business sales & marketing professionals: Features


Volume 4, Issue 1

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Do you know a qualified lead when you see one?

What do your CEO and CFO think of marketing?

Incubation and how it applies to marketing

Tech marketing summit takes on industry’s toughest challenges

How to harvest more qualified leads from your marketing programs

Does your company's website impede sales?

Put the sales lead expert to work

Quotes worth pondering

Need a compelling speaker for your next meeting?

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READER SURVEY

Testing marketing communications

Do you test marketing communications tactics before rolling them out?

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	The audience
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PAST ISSUES

Volume 3, Issue 3

Volume 3, Issue 2

Volume 3, Issue 1

Volume 2, Issue 7

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Features

Do you know a qualified lead when you see one?
by M. H. “Mac” McIntosh

You know a qualified lead when you see one—or do you?

Teamwork and clear communication are at the heart of every successful business-to-business marketing-for-leads program. Marketing, sales and top management need to speak the same language, and that starts with jointly defining what they mean by a “qualified lead.” And techniques such as lead scoring can help all members of the team recognize and properly handle qualified leads when they see them.
[FULL STORY]

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