Do you want to know the best way to get leads? In this article, we will give you a brief overview of the process and guide. You through the fundamental steps for any Lead Scoring process . It is important to have a solid understanding of how it works before. You start implementing it, in our blog you can find everything regarding the definition of this practice.
Please note that these stages may vary from one company. To another, either in quantity or action. Let’s not waste any more time and find out. What each phase of the qualification process consists of
Marketing Qualified Lead (MQL)
This is the first of the three stages that belong to the B2B Marketing area . Different strategies are carried out there to attract the public, captivate and collect relevant information. With the aim of accelerating the purchasing process. When the Lead reaches the minimum prerequisites defined to be sent to the Sales team, it receives the name: Marketing Qualified Lead or Qualified by the B2B Marketing area .
Since it is a mostly automated process, not all the information collected is true, which is why it is necessary to incorporate a more human control process at this point, to review and define it.
The next person responsible for qualifying the MQL is the SDR (Sales Development Rep), also known as the Pre-Sales area. There is a united states of america phone number library stage that we call “search” where the person responsible will validate whether the data provided by Marketing is correct or not.
Sales Accepted Lead (SAL)
Believe it or not, there are studies that reveal that up to 60% of marketing data can be incorrect, because many people fill out the basic principles for balanced color use on your website registration forms incorrectly, omit information, or reality simply does not match the information provided in the registration fields.
At this stage, contact has not yet been established
With the lead, so we do not know whether or not it will have the potential to become a customer. This is why the SDR’s work becomes a cz lists key point in the qualification process. If the SDR validates that the data is true, the lead is considered a SAL (Sales Accepted Lead) and will continue its journey through the sales funnel.
The next step is to qualify the contact (future client) according to certain requirements determined by the company itself. There are different qualification strategies, but in this article we will share the three most common ones: BANT, ANUM and PACT.
