Are You Wasting Your Salespeople's Time? Apply Weighted Engagement Scores in Marketing
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Posted Sep 18, 2023 8 min read
Are You Wasting Your Salespeople's Time? Apply Weighted Engagement Scores in Marketing

The sales teams are very familiar with weighted models. Their revenue forecasts are all about applying a weighted average of how far a deal is in the selling process, what's the urgency that the sponsor is applying, and how complex is the procurement process. It's time for marketing to move beyond simple engagement scoring models based on activities to Weighted Engagement Scoring Models that are a combination of predictive signals and the engagement activity.

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