It's no secret that successful B2B marketing revolves around businesses absolutely nailing their sales process. They have the right data on their leads and nurture them through their funnel. The challenge for most businesses is identifying the right type of leads to nurture; the first step in any marketing or sales campaign.

Businesses that don't have accurate data on their leads and haven't segmented them can lose out on a lot of revenue. Studies show that data accuracy can increase closing rates by 152 percent and bad data? Well, that can cost businesses 12 percent in lost revenue. It's easy to see which route to take, isn't it? (No? *Mouths slowly*: acc-ur-ate day-ta).

Accurate data can feed into the sales process in a bunch of ways, but here, we're going to cover the struggle of putting leads into the right buckets, and how using data to segment your prospects can help you generate more qualified sales leads. Oh, and make more money.

Let's break down the different types of sales leads and how to qualify them.