In this episode of The B2B Sales & Marketing Hotline, Emily and Maryanne break down the evolving world of lead qualification.
Gone are the days when a simple form fill or email open equaled a marketing qualified lead. Today’s B2B buyers follow nonlinear journeys and your qualification strategy needs to catch up.
They dive into how lifecycle stages should actually reflect buyer intent, how to separate vanity metrics from revenue-driving KPIs, and why form-specific lead paths are no longer optional. Plus, they explore how AI can supercharge your lead scoring and nurturing processes.
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Maryanne McWhirter:
https://www.linkedin.com/in/maryannemcwhirter/
Emily Hartzell:
https://www.linkedin.com/in/emily-hartzell/
