As the digital marketing train wreck grew over the last few years, it became more and more obvious that, for most companies, the investment was wasted. Most programs just produced junk leads.
So what did they do? They did what any good marketer would do:
They re-branded their junk as a "Marketing Qualified Lead".
The Rest of the Story...
Get it through your heads people: There is no such thing as a Marketing Qualified Lead. If Sales doesn't want it, it's junk.
With that out of the way, we can now talk about what you ought to be doing, and how to do it.