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AIMING FOR HIGHER REVENUES? THEN, USE SALES QUALIFIED LEADS (SQL)!

Updated: Oct 14


If you are aiming for higher revenues, then one of the best things to do would be using sales qualified Leads. Take a moment to understand what is SQL and why these are important.


WHAT IS MEANT BY B2B SALES QUALIFIED LEADS?


B2B Sales qualified lead (SQL) is a prospective customer that has been researched and vetted – first by an organization’s marketing department and then by its sales team – and is ready for the next stage in the sales process.

For an SQL already has intent to buy company’s products or services and has met an organization’s lead qualification criteria. The lead has now crossed the engagement stage and is now ready to be pursued for conversion into a full-fledged customer.


WHAT QULIFIES AS AN SQL?


What constitutes an SQL varies from company to company.

Marketing and sales team sometimes don’t agree on how to qualify leads. Marketing team often identifies these leads in the beginning of the sales process where the main objective is to foster interest in the prospect.

These leads are then shared with the sales team for persuading further and turning them into closures.


WHAT ARE MARKETING QUALIFIED LEADS(MQL)?

B2B Marketing Qualified Leads (MQL) refers to a lead wherein a prospect has interest.

This is tracked from looking at specific behaviors or level of engagement, such as website visits and content offer downloads.

Ideally, only certain forms should trigger a lead to the MQL stage, such as direct business offers and other sales-ready CTAs.


WHAT FOLLOWS MQL, IS SQL


Sales Qualified Lead is the next stage.

This means that the sales team has qualified this lead as a potential customer. The SQL is in the buying cycle, while the MQL is not ready for that buying stage just yet.

Once you know what differentiates the two, you can practice lead scoring, for instance giving higher lead scores to those who visited high-value pages (sales guides), filled out high-value forms (direct sales demo requests) or viewed your site multiple times.


FOCUS ON DEMOGRAPHICS


One of the important factors to be considered in SQL is DEMOGRAPHICS.

Keen attention is to be paid towards CUSTOMER PROFILING.

Focus on lead’s

· Industry

· Company size

· Job title

Information such as a lead’s industry, company size and job role are critical in determining how interested and serious they are in purchasing company’s products.

Other information such as pain points and budget are also to be shared with sales department in order to shorten the sales cycle.


At KIA Biz, we help our clients in SQL generation. We first understand their target segment thoroughly. We build lists based on the specifications of the clients and then proceed to lead generation and appointment setting. These leads are highly qualified and hence, the chances of closures are higher.

For lead generation and appointment setting services, do get in touch with us via email at hello@kiabiz.com

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