The Eight-Factor Model of Lead Development Effectiveness

Featuring Kerry Cunningham, Research Director at SiriusDecisions, and Michael Plante, VP of Demand Generation at InsideSales.com

Lead development, also known as business development and sales development, remains one of the most mismanaged functions in B2B sales. This is problematic, because it sits at the critical junction between an organization’s sales and marketing teams and its prospects.

To optimize lead development and demystify the buyer’s journey, organizations must rely on science-based research.

In this webinar, you will learn:

  • How science helps channel creativity to optimize desired outcomes
  • What you must master in order to optimize B2B lead development
  • When and how buyers prefer to interact with sellers

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