Excellent validation of what we at Srijan are doing. While we’re still continuing with our ‘inbound lead generation’ thinking, the focus is on measuring the quality of the leads – so measuring SALs as opposed to MQLs.
The sales team energy is at the same time being spent on selling in ‘named accounts’ who’s digital strategies are already aligned to our service offerings.
Thanks for this post. Sharing it with both our marketing and our sales team.