Building a Lead Scoring Model | Whiteboard Session

by Lauren Carlson

CRM Market Analyst,


This is the final installment of our whiteboard session with Mac McConnell. In this video, Mac discusses how to build a lead scoring model. How much weight should you give to certain criteria? At what point is a lead considered a marketing qualified lead (MQL)? And, at what point does it become a sales qualified lead (SQL)?



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