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The odds are that your organization is spending fist fulls of dollars on inbound marketing and generating qualified leads, many of which do not close that quarter, or the next. That’s because qualified doesn’t necessarily mean “ready to buy today!" SiriusDecisions has found that 70% of the qualified leads that make it to sales get disqualified or discarded by sales, sent back to marketing or nowhere at all. Here’s the catch: Up to 80% of those “dead end” prospects will ultimately go on to buy from you – or from a competitor – within the next 18 – 24 months.
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