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?

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,...

How can I Turn an MQL into an SQL?

Question: How can I turn an MQL into an SQL?

Answer: Teamwork

Converting an MQL into an SQL can sometimes feel like a bun fight between marketing and sales. One of the best ways to avoid this is to agree a way of working and formally capture it in a document this is called a service level agreement...

When an MQL is not an SQL and never will be!

In an ideal world every visitor to your website, inbound call or event attendee would be a lead worthy of follow up. However, in the real world you know that leads have to be carefully sifted before you can pass them onto sales.

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 ...

Improve your Lead Generation

With so much hype and emphasis put on content, digital and automation it's easy to lose sight of our primary marketing goals around generating quality opportunities. If you're still struggling to maintain consistent lead flows - don't despair! B2B marketers still cite Lead Generation as one of thei...