|SUMMARY: In this week’s chart, you’ll learn what tactics are most commonly used by B2B organizations to manage their marketing-to-sales processes, such as the scoring or rating of leads, collaborating with sales to define sales-ready leads, having a process for nurturing leads that are not sales ready, and more.|
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Denis Mrkva, General Manager, HealthSpire, a startup within Aetna, shares how he is challenging "best practices" assumptions and generating a big increase in leads in the process.