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The Three “Lies” That Plague B2B Businesses Today Are: Coldcalling is dead. Dave Brock: “And “Yes Virginia, there is a Santa Claus.” Better defining MQL’s, SQL’s and ABC’s focuses us on the boundaries and how to better defend “Tag you’re it” mentality. Well: Coldcalling is not dead.
Coldcalling Making a coldcall means reaching out to potential customers without previous interaction between the salesperson and the company. A sales qualified lead (SQL) has been vetted and deemed prepared to have a sales conversation.
Sales qualified leads (SQLs) Depending on how your company uses this term, either an SQL has been qualified, typically by marketing, and passed along to sales for follow-up or a sales rep has qualified the lead themselves and found them to be a good match for the company.
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