Future Sales Success: Collecting Pipelines of MQLs and SQLs
Collecting Pipelines of MQLs and SQLs
At the heart of successful lead generation lies effective communication and a deep understanding of your customer's buying journey. We're committed to delivering not just leads, but qualified opportunities that align with your sales team's needs and drive consistent profit margins.
To provide you with maximum transparency and insight, we've refined our reporting to showcase the pipeline we're building – beyond just immediate, handover-ready leads. This includes two crucial categories: Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs).
What are MQLs and SQLs?
These classifications represent different levels of prospect interest, helping us track and nurture potential customers who aren't quite ready for immediate sales engagement. By identifying and managing MQLs and SQLs, we ensure that no opportunity slips through the cracks.
Marketing Qualified Leads (MQLs): Laying the Foundation for Future Sales
An MQL is a lead that our marketing team has identified as having a higher likelihood of becoming a customer compared to a standard lead. For our lead generation efforts, we define an MQL as:
A prospect which the marketing team has identified as a higher likelihood of becoming a customer in the future.
This might include capturing renewal dates or scheduling follow-up calls for contacts who have recently re-signed with a competitor. MQLs represent long-term potential and provide a foundation for future sales.
Sales Qualified Leads (SQLs): Warming Up for Immediate Action
An SQL signifies a prospect with a stronger intent to buy in the near term. We define an SQL as:
A prospect with an identified opportunity within the next one to three months, but who has not yet committed to a direct sales conversation.
These leads are warmer, demonstrating a clear interest in your offerings, but require further nurturing before a formal sales engagement.
How We Leverage MQLs and SQLs
On our packages, we focus on good pipeline building best practice. Our telemarketing and LinkedIn teams proactively manage these pipelines, consistently engaging with MQLs and SQLs until they meet the pre-agreed handover criteria. We'll continue to nurture these prospects until they either become qualified leads or explicitly decline further engagement.
Tracking MQLs and SQLs: Transparency and Insight
You can monitor the progress of MQLs and SQLs through:
Telemarketing: HubSpot's MQL and SQL lists, which provide a detailed activity feed for each contact.
LinkedIn: The saved leads section, where contacts are tagged as MQL or SQL and message history is readily available.
This transparency allows you to see the pipeline we're building for your future sales success, alongside the immediate opportunities we deliver.
Building Your Future Pipeline, Today
By effectively managing MQLs and SQLs, we're not just focusing on immediate results; we're building a sustainable pipeline for your long-term growth. If you have any questions about our MQL and SQL management process, please don't hesitate to reach out.
