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“Make sure you’re collecting accurate information about your prospects during the lead generation stage.
Joe Pope, business development director at Hinge, uses progressive profiling to record his leads’ online activities across the marketing and sales funnel (e.g., completing a form, viewing a page).
You can use a lead scoring tool to record these customer data.
Together with good ol’ fashioned note-taking, Joe and his team raised their company-wide closing percentage by nearly 35% in three years.”
Read the full article here.