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Don’t Run A Railroad: Why Publishers Need to Think Like Marketers

Hubspot

Because the leaders of the railroad companies in the 1920s and 1930s thought they were in the railroad business, when in reality, they were in the transportation business. MQL to Sales Qualified Lead (SQL) rate. SQLs that become identified Opportunities. Opportunities to close. Average sale value.

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Tips for Performing an Effective Sales Audit

VanillaSoft

Imagine that a sales rep from the 1980s magically transports into a sales team operating today. Finally, check out your personas and marketing qualified lead (MQL) and sales qualified lead (SQL) criteria. Are they following the prescribed sales methodology or winging it/doing their own thing? Are they still relevant? Are they correct?

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