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Hello, I'm Victoria Chemko, pPincipal of Umami Marketing. Today from Thailand I'll be talking about what considerations to keep in mind when defining your marketing qualified leads and QLS versus your sales qualified leave SQL keep on watching to find out all the details in this edition of the digital marketing postcard this question comes from jeff of DDS Wireless now that they started building their in man marketing machine how does their sales and marketing team determine the definitions of an meq/l versus an SQL what are the factors that move a lead from one stage to the next down funnel what's the best way to do this for your business to ensure that your aniline is internally and can understand where the handoff should take place from the marketing to the sales team and what the lead nurturing process should look like a marketing qualified lead or meq/l is someone that has essentially shown a deeper interest and engagement in your offerings but didn't yet ready to be considered an opportunity by sales on the other hand a sales qualified lead or SQL is a contact who's at a stage where they're ready to be followed up with directly by sales so how do you figure out what to find each of these lead types in the life cycle of your funnel here are key considerations to keep in mind one fully to finance your Wells versus sql's leaf qualification process will be different for every business doesn't want require a unique definition for these stages the key is that the Stefan to reflect a combination of actions and behaviors that a lead is a solid fit for your business and also that's there at a point where they're ready to speak to sales where does the lead fit in terms of your ideal client profile are they reflective of your buyer personas what are their current interest levels for example have they filled out an educational awareness stage offer that's answering one of their pain points or are they a repeat visitor who's also attended a webinar and perhaps looked at additional articles offers and your website pricing pages specify fit and interest levels of belief based on data and from their sales and marketing will be able to better understand the differences on the other hand for a sales qualified leads the person has likely already requested a demo or reached out to be directly contacted they already have a budget to make a decision to solve a pain point and are ready and willing to speak to someone from the company to ensure alignment between marketing and sales as they reach agreement on these definitions make sure that the sales and marketing teams are in agreement have you documented the difference between and m2l verses SQL and explicit details have you determined the hand-off point so everyone can easily understand when this will happen what's the process to continue nurturing leads through the bottle once elite has become an MQL or in SQL when on the same page with unified goals and expectations the team has come together to hold each other accountable and reach the company's revenue generating goals 3 optimize stages of the sales funnel 1 set up continue to analyze your process and the resulting data to optimize each stage of the sales funnel over time some important metrics to we'll be visited early conversion rate meet to MQL conversion rate percent sales accepted leave ml to opportunity solution rates and average cost per sale look at your metrics regularly so you can understand if there's any stage that has issues needs to be fixed to keep your lead generation efforts efficient for create the handoff process when a lead hits a particular score in your scoring system or is ready to be handed off to sales and some SQL set up a process that makes me handover as efficient and automated that's possible for those that aren't yet ready continue to nurture the meq/l until they also reach a level where they can undergo the tab Bob so to summarize when determining the stages of your sales funnel MPLS versus sql's key considerations include one fully define ful vs. sql's to ensure an alignment between marketing and sales 3 optimize stages of the sales funnel and 4 create the handoff process now that you understand more about the m2l vs. SQL definition process please check out our recent blog posts can be more useful inbound marketing tips and if you like this video subscribe to the new Umami Marketing Youtube Channel and our monthly digital marketing postcard I'll be back again in March to answer more of your inbound marketing questions, so see you soon!