Smart companies either have an independent department or they hire lead generation team to acquire more business leads and close as many of them as possible. Business development department receives two kinds of leads: Sales Qualified Leads & Marketing Qualified Leads. Sometimes these leads are always called as Marketing Ready Leads & Sales ready leads.
The significance of leads in every expanding business is inevitable and undoubtedly. However, before going ahead and talking about the need or importance of using these leads, let us know what these leads mean:
A Marketing Qualified Lead (MQL) is a type of lead who has an interest in the company’s offerings and does not mind voluntarily sharing contact information. A sales-qualified lead (SQL), on the other hand, is a prospective customer who has been researched and vetted and is considered ready for the sales process.
What makes MQL & SQL so significant?
MQLs and SQLs hold an enormous amount of value as the companies should be focusing on quality than quantity. It is always recommended to have a few quality leads than a number of average leads. Quality leads are those companies/individuals with a high purchasing power and an interest to spend money for the offerings.
Here Are a Needs To Use Sales and Marketing Qualified Leads:
Positive Use of Time:
Classifying acquired leads into SQL and MQL would specify the time, importance, and procedures need to be undertaken to convert every specific lead into a customer. While paying attention to MQLs, you know that some more marketing process needs to be done. While in the case of SQLs, you are ready to hand them over to the sales team. At the same time, both the marketing teams and sales teams are assured that they have received accurate leads and they can work on them.
Workload Management:
The sales team does not want to waste time and resources on leads, which are heading nowhere. Plus, an engaging workforce to do something unproductive would be equal to losing money. Hence, if provided with the quality SQLs, sales team know that their efforts are not going waste and success rate is higher too as teams are using resources on those prospects who stand a great chance of a conversion.
Coordination Between Sales and Marketing Teams:
MQLs plays an important role in building coordination between marketing and sales teams. When there is the proper classification of leads, marketing teams know which leads to passing on to the sales team, which leads to less space for confusion and misunderstanding. Plus, it facilitates 100% utility of resources too.
Assists in Marketing:
Most of the time, the sales team is considered crucial are they are the one converting leads into customers. But, the fact is the sales team gets leads only when the marketing team is able to market accurately. This is a big challenge for the marketing team, and having quality MQLs identification would be of help.
Content Marketing is a Positive Byproduct:
Quality MQLs benefit content marketers too because then they know who their target is they and how to present the content which would improve the ROI of lead.
Prioritize Priorities:
Knowing which leads can stand a chance of conversion helps to fine-tune the marketing and sales priorities.
Above are just a few factors signifying the importance of sales & marketing qualified leads. Each business would be able to enjoy the specific benefits of their respective industries.
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