Marketing Qualified Leads vs Sales Qualified Leads
If you’re reading this article, you’ve most likely heard of Marketing Qualified Leads and Sales Qualified Leads. These two terms refer to distinct stages in the sales process. Understanding the differences between them can help your business increase its sales performance. Let’s take a closer look at what sets MQLs and SQLs apart.
What is a Marketing Qualified Lead?
Marketing Qualified Leads are prospects who have shown an interest in your product or service. They may have visited your website, downloaded an ebook, signed up for a newsletter, or attended one of your webinars. At this stage, they haven’t yet expressed strong enough interest to move forward with the purchase but they are still highly interested in learning more about your offerings.
At this point, it is up to marketers to nurture these prospects and turn them into customers by providing valuable content that speaks directly to their needs. This can be done through email campaigns, landing pages, blog posts, etc. All with the goal of moving them further down the funnel towards becoming an SQL.
What is a Sales Qualified Lead?
An SQL is someone who has taken concrete steps towards making a purchase from you—they’ve gone beyond simply expressing interest in what your company offers and are now ready to talk about pricing and further details regarding their potential purchase. This could be someone who has requested a demo or asked for more information on pricing plans. At this stage, they are ready for sales representatives to reach out directly in order to close the deal.
It should be noted that not all leads will become sales qualified leads. It takes time for prospects to develop into buyers. Understanding how each lead behaves at different stages of their journey will give marketers valuable insight into how best to nurture them along that path so that more leads become SQLs.
In short, Marketing Qualified Leads are prospects that need nurturing and education in order for them to move down the funnel towards becoming SQLs; these are prospects who require extra attention before they make their final buying decision. On the other hand, an SQL is someone who has demonstrated enough interest that they are now ready to start talking specifics with sales representatives and make a purchase from your company. By understanding these two types of leads you can better plan and optimize your marketing strategy. This will convert more prospects into customers quickly and efficiently.
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Marketing Qualified Leads FAQs
An unqualified lead is usually a prospect yet to have their need confirmed. At this stage, it's unlikely that a contact has been made or that a thorough discussions has been had about the prospects requirement for your product or service. A qualified lead is the next step on in the sales pipeline. By this stage we've confirmed that there's a need for what we're selling by speaking with the prospect or through research.
If leads are qualified internally before outreach, the meaning of these terms may differ. In this scenario, a qualified lead refers to a prospect that fits your ideal customer criteria.