The foundation of B2B growth has always been strategic lead management. With the world emerging from the throes of the global COIVD-19 pandemic, the value of lead management has never been more apparent – revenue teams must make the most of every potential customer.
Buying journeys are now very much digital-first. As you blaze your company’s path through this new frontier, embrace the Sales & Marketing communities and their ongoing dialogue as you reimagine what it takes to be a successful revenue team in 2021 and beyond.
This guide clarifies the elements of strategic lead management that matter, including lead-to-account matching, lead routing and engagement analytics. Along the way, it shares examples of companies making the most of their revenue assets through process and technology, and includes the insights of revenue operations professionals who are planning for the road ahead.
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