What Are Marketing Qualified Leads and Why Do They Matter?

By Sarah Hecker, SmartBug Media

Perhaps you’ve found yourself in this scenario before: Your most recent e-book has taken off on social media and has become your highest converting offer to date. As you excitedly pass the list of leads off to your sales team, you congratulate yourself for creating such a successful campaign.

But wait—a week later your sales team comes back to tell you all the leads were a bust. How could this be?

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