Learn how to correctly One of the most important issues when we talk about Inbound Marketing is knowing how to correctly identify an SQL – Sales Qualified Lead.
Incorrectly qualifying leads can lead to wasted time, money and stress for all teams – and your company also runs the risk of having left a real SQL out during the process.
So read on and find out what makes an SQL really an SQL – and then share this article with your Sales and Marketing teams!
How to correctly identify an SQL and know how to work with it
Learn how to correctly In short (you can learn more in this article ), SQL is the type of lead that shows a higher chance of generating a conversion – and that is why your company should focus its Sales efforts on it.
The problem is when they are qualified this way – but incorrectly.
And this is often the case in the current scenario: according to a survey by MarketingSherpa, 61% of B2B companies send all their calls directly to Sales – but only 27% are actually SQLs .
In addition, companies still have to deal
With another cruel number: around 35 to 50% of sales are made by the supplier that responds first.
All of this creates a huge challenge for iraq telegram data Marketing and Sales teams: how to correctly identify an SQL and hand it over to Learn how to correctly Sales, before a competitor gets ahead?
That is why your company needs to implement a good SQL identification policy now. And we have separated four tips for your company to put this need into practice:
1) Align your company’s Marketing and Sales efforts
We’ve previously discussed the importance of brainstorm vlog topics ensuring that Marketing and Sales are in sync: SMarketing .
Make sure both teams are prepared to face this challenge together – your company will benefit from it.
Also, examine your customers’ current purchasing journey.
See where they came from, which website pages they , and how they their market research.
2) Use Lead Scoring to track MQLs
Before becoming an SQL, a good portion of sad life box your potential customers are identified as Marketing Qualified Leads (MQLs).
These are prospects that have been classified by Marketing as potential customers – but who are not yet ready to buy. To know exactly how to Learn how to correctly track this process, your company can adopt a lead scoring
system , based on Audience Suitability and Engagement Level. Suitability works on your company’s definition of an ideal customer (which is determined according to your Buyer Persona definitions ). And how can Marketing obtain information for this?
Including questions about job titles, company size and
Segment in landing page forms, for example. Engagement Level is usually on behavior-data. This helps to measure the buyer’s interest and how ready they are to become a customer: activities on the website and in emails , interactions via social networks. Monitoring this closely is what ensures that your Sales team can approach them with the right message at the right time.
3) Create content for each phase of the Sales cycle
We’ve already about the importance of offering specific content for each stage of the Sales Cycle .
Our suggestion is that you divide your funnel into three sections (top, middle and bottom) and create content that is relevant at each of these stages.
The top concentrates leads who may not be looking for a solution yet. At this stage, articles and posts on social media, white papers, videos and infographics help to nurture your potential customers.
Leads who are in the middle of the funnel
Already know they need solutions – and are starting to consider your company as a possible supplier for them.
Case studies, long-form content, webinars and online self-assessments work well here.
Leads at the bottom of the funnel are almost ready to buy. And this is where your Sales team comes in – and the content should highlight that your company understands and has the right solution for their pain.
Special offers, demonstrations of your product and presentations of your products and services are effective ways to work with this audience.