Marketing requires a clear start-up and endpoints!

From the identification of needs to purchasing a product, a consumer passes through a cycle called buying cycle or sales funnel. MQL and SQL have their particular positions in this buying cycle but converting them into sale requires a different system in each case.

Let’s explore the ideology of MQL & SQL and how MQL vs. SQL matters?

MQL: A marketing qualified lead (MQL) is a lead where the customer shows interest in what a brand is offering based on information provided by marketing efforts or from other sources and is likely to become a customer than other leads.

SQL: A Sales Qualified Lead (SQL) is a potential client who is prepared to take the next step and ready to talk with the sales team. In this phase of lead potential customer has shown sufficient interest in a product or service that they are prepared to step into your sales phase. Generally, the marketing department has researched and vetted them and then turned them over to the sales team.

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Lead Score

From company to company, the process of converting a potential buyer from an MQL to a SQL can vary but always starts with a process called lead scoring. Based on many factors, including the technical details they have submitted to a company and how they have interacted with the company website and brand around the internet, a business can rank their leads.

This approach enables sales and marketing teams to priorities leads, react appropriately to them, and increase the pace at which those leads become clients.

Lead scoring is a way to save time for salespeople to spend more time learning about leads that want to actually talk to them and are interested in their products or services.

Lead behavior:

Normally an MQL to be converted into SQL, need a product or service to be fit with customer requirement, the customer has the budget to purchase a product a company is offering and infrastructure to use it, and the product or service of a company must solve or fulfill their real need.

Once the marketing team passes on lead to their sales team, now sales need to start work on the sales process so that sales deal can be finalized as soon as possible.

Salespeople can plan as always when talking to SQLs, but use the knowledge gained during the nurturing MQL process to help close the deal. One should know what a prospect has downloaded, for example, and the route they have taken to becoming a SQL.

Why do MQL vs. SQL Matter?

It is important for a sales team to understand MQLs and SQLs, so the system will save their salespeople time so that they spend more time selling to the right people at the right time. The lead scoring and conversion phase of MQLs to SQLs at its finest gives your sales team more skilled leads so that they have more meaningful conversations.

In addition, monitoring MQLs and SQLs offers insight into what works for the sales and marketing team, what brings leads in and how likely are they to convert? Plus, how much are SQLs closed by the sales team? Are there more positive discussions with the sales team?

It is helpful in deciding how ready a lead is for a conversation with the MQL vs. SQL systems. If this method is not used by a company, that can use it to maximize their sales discussions, so to make more sales.