So, from my RPM Targeting and Segmentation notes it says,"We define Inactive Contacts as those who have not engaged with your organization over the course of a sales cycle. This might be while they are in a particular Education/Nurturing or Justification stage. To define your Inactives, it is important to consider what types of opportunities will your Contacts have to interact with your marketing and/or sales efforts." Usually a sales cycle is around 3 months depending on your industry. So your numbers are accurate if your sales cycle is one year.
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