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Not all leads are made the same. And this isn’t a dig at small businesses. It’s all about what fits your ICP. Honestly? If Apple approached us tomorrow wanting an RFP, we’d of course fulfill that, but they aren’t really our ICP. Our ICP is more in line with mid sized businesses (50-500 employees). So any company who fills out our form and has 50-500 employees is immediately weighted differently than a company like Apple. Building a lead scoring system is the simplest way to objectively review pr
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