A prospect, an MQL and an SQL walk into a bar…

Que the bad sales and marketing joke! But what are the key differences between a prospect, an MQL and an SQL?

MQL vs. SQL: There’s only one way to find out…..FIGHT!

In many organisations there is often a bit of tension between marketing and sales, especially when it comes to the thorny subject of lead generation. Although both departments are ultimately leading towards the same goal, they often have different ideas on how to get there. At the crux of this is h...

The theory behind the ideal MQL to SQL ratio

Wouldn’t it be great if you could produce a certain number of MQLs and you knew that this would automatically result in achieving your revenue targets?

If only life was that simple!

The ideal MQL to SQL ratio is often debated between sales and marketing and it’s one of those areas where there needs...

Why an MQL is not the same as an SQL

Sales and marketing are the same but different. Both want to bring in new business however; they are responsible for completely different ends of the sales funnel. Marketing are responsible for the attract phase of the sales funnel. They have to take somebody with no prior knowledge of the business...

When does an MQL become an SQL?

So when does an MQL (Marketing Qualified Lead) become an SQL (Sales Qualified Lead)?

Before we answer that question we should first look at the buyer’s journey. The buyer’s journey consists of three stages: awareness, consideration and decision. Let’s take a quick look at each of these:

What is an ideal MQL follow up timescale?

We know this isn’t exactly rocket science but the faster you follow up on a marketing lead the more chance of it converting! Sales leads that are hot off the press stand a much better chance of turning into a sale if they are contacted within 24 hours but it’s amazing how many organisations fail to...