About Me

Chaz Hossen

I have 4+ years of experience in content management, promotion, link building, & website optimization. I'm now focusing on strengthening my online...

What is a Marketing Qualified Lead (MQL)?

Sales systems are intricate. If you are growing a business or building a team, you’ll eventually have to put processes in place that will sustain growth.

Instead of a couple of hardcore reps handling all elements of the sales process, you begin to add elements and team members that enhance your ability to sell. That said, it also increases the likelihood of confusion if you’re not careful.

Identifying roles and responsibilities are a crucial part of building a growth environment where marketing and sales work seamlessly together.

Part of the process is defining the stages of your funnel so clearly that every sale facing person understands where each lead rests.

One of those terms is the Marketing Qualified Lead (MQL).

Marketing Qualified Lead (MQL) Defined:

Well, according to the fine folks over at HubSpot, you’ll find this definition:

Marketing Qualified Lead (MQL): a lead judged more likely to become a customer compared to other leads based on lead intelligence, often informed by closed-loop analytics.

In simpler terms, it’s any lead that demonstrates a certain level of interest in or engagement with your brand that alerts the marketing team that the lead could become a customer.

What level of interest or engagement, you ask? That depends on your metrics.

Measuring leads through lead scoring or even during the prospecting process will help you determine those that are likely to move down the funnel. Unfortunately, it’s different for everyone and takes some effort (which we’ll discuss further down).

From this point on, I will refer to a Marketing Qualified Lead as an MQL.

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