, SiriusDecisions’ group director for demand, has called sales accepted leads (SALs) the most important (but most overlooked) step in the demand creation process. So, what reasons do organizations commonly use to disqualify SALs from becoming sales qualified leads? To answer this question, I have listed the most common SAL disqualification reasons used in effective lead management processes. Please note that the number of reasons for disqualification should be limited, to ensure usability for sales. In addition, no values should be included that are not actionable for marketing to trigger...
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