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B2B marketers understand the importance of qualifying a lead before it goes to a salesperson, but sometimes the lead qualification process can get tricky. Today, most established companies assign the qualification role to an SDR, or sales development rep — a dedicated function that has one foot in sales and one in marketing.
But it’s all part of a fairly complicated process. To establish process effectively, follow these tips.
First, set your qualification criteria in concert with your sales counterparts.