Lead generation is the main sales result improvement method used in B2B companies nowadays. Every B2B sales rep knows, that leads can be very different in terms of quality. Unfortunately, managers don’t always realise it. Lead quality – value that describes probability of converting a lead into a signed deal Inbound leads are usually different in terms of “temperature”. For instance, leads actively reading your blog are warmer (more willing to talk to your reps) than those who know you…