How B2B Marketers Qualify Leads [CHART]

Chart: How B2B Marketers Qualify Leads

Four best practices can lead to significant lifts in conversion rates from marketing qualified leads (MQLs) to sales, per new research from Altman Vilandrie & Company. Those best practices are: rigorous journey mapping; sophisticated lead scoring; standardized lead handoff; and coordinated upsell efforts.

Just 15% of B2B firms are using all of these strategies, per the report.

It’s certainly worth exploring the full study to see how these contribute to conversion lifts. For now, here are some highlighted data points for each of those best practices, with particular weight given to lead scoring. Read the rest at