The Death of the MQL with Renee Cohen
GTM Science - A show for GTM and RevOps leaders
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Optimizing Lead Management for Enterprise Sales
Exploring the challenges and strategies in lead management for enterprise sales, focusing on the importance of account engagement and effective collaboration between marketing, sales, and operations. The chapter emphasizes the shift towards routing leads to senior personnel and the need for strategic processes to balance existing pipelines with new lead engagement. It also touches on resource allocation based on account value and complexity, highlighting the dynamics between Account Executives and inbound leads in high-touch outbound activities.
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