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[Music] welcome my name is Dan harsh I am the founder and the CEO of concept in this short video we will outline the differences between mqls marketing qualified leads and sqls sales qualified leads let's Jump Right In mqls and sqls are completely different lead types and they fall into two very distinct St pages in your sales funnel each has its own value and characteristics and each has unique requirements to manage let's look at a a very highlevel definition of each of these mqls as the name implies are leads that have been qualified by your marketing efforts these leads have shown some level of interest in your product or service but they're not ready to make a purchase decision and they're not ready to turn over to your sales department mqls they require ongoing nurturing these leads would reside at the top of your sales funnel in contrast sqls they've been thoroughly qualified and they're ready to turn over to your sales group and they're ready for direct engagement sqls are ready or very close to making a purchase decision they would reside further down in your sales funnel mqls and sqls they have very distinct characteristics mqls have met certain defined marketing criteria these leads have interacted or engaged based on some marketing efforts they've been out on your website they may have downloaded content from your website perhaps they responded or interacted with a social post they may have opened an email or clicked on a link in an email typically mqls may include certain demographic information such as job title industry company size with mqls you're not going to get real detailed information often they have met some predefined lead score that has been set by your marketing department mqls generally have not interacted with any individual from your organization s qls on the other hand they've interacted with somebody from your organization either by email or phone sqls different from mqls will include detailed information things you would expect to see in an SQL would include budget decisionmaking Authority specific detail regarding their need and time frame in which they plan to make a decision you would also receive contact name email phone number sqls have agreed to or requested a meeting or demonstration they may even have requested a quote sqls have a much higher chance of becoming a customer and in a much shorter time than mqls so as you can see there's some very distinct differences between mqls and sqls next there are some very different requirements in handling mqls versus sqls mqls are generally managed and nurtured by your marketing team the fact that they have not been qualified to the level of an SQL there is no need or Reason to turn them over to your Sales Group yet based on the demographics that you have been able to capture such as industry or company size the marketing team would create targeted campaigns with personalized cont content for each of the data segments that they've identified the marketing department would require and utilize CRM heavily to manage these targeted campaigns they would utilize workflows and marketing autom automation effectively they would need to utilize CRM to manage these mqls the job of the marketing department is to continue to provide Market awareness provide valuable content and to build trust with these mqls the marketing department would be reaching out to these mqls in what we refer to as a one to many relationship meaning they would create or launch one email or one social post with the same message and that would go out to many people at one time so the marketing department has direct responsibility for generating mqls and then managing and nurturing them now let's compare that to sqls as we described earlier sqls are much more qualified than mqls sqls are qualified enough and ready to turn over to your Sales Group plus sqls they want to talk with a sales rep in contrast mqls they weren't ready and they don't even want to talk to a sales rep they're not at that point yet so marketing hands off mqls to the Sales Group for direct engagement the sales group then contacts SQL directly this could be via email or phone generally then a discovery call would be scheduled where the sales rep is trying to further qualify and guide that Prospect through some sales process that process could include a presentation a demonstration and ultimately a proposal as we shared mqls are managed on a on to many relationship ship sqls on the other hand they're managed on what we call a onetoone relationship meaning the sales rep is working oneon-one directly with that Prospect so once again there's some major differences with how a mql is managed versus an SQL a few things to summarize as we wrap up this short video it's important that your sales and marketing function includes an effective process for generating m qls mqls they're much easier to generate versus sqls mqls that are effectively managed and nurtured turn in to sqls that's the goal and the goal of the SQL is to turn into a closed sale it's very important to understand the end goal of mqls is not to Simply generate them but rather to convert them to SQL and then to convert those sqls to Clos sales that's the entire process that makes up your sales engine obviously there's there's a lot of other components and functions in each of these areas which we're not covering in this video but one thing to note it is important to leverage multiple channels when generating mqls secondly clearly Define what you want the requirement to be for your mqls it is important that you have alignment between your sales and your marketing groups it's important that they are they are working toward the same goals and objectives and that should be closed sales lastly the process for generating mqls and sqls it must be a consistent process it shouldn't be something that you turn on and off and CRM becomes a very critical component component of this entire process to be effective you must leverage CRM workflows and automation we help companies every day with mqls sqls and CRM as we are a salesforce.com and a HubSpot partner if you need assistance in any of these areas we would enjoy an opportunity to speak with you hopefully this uh video has been helpful and has provided you with a little more insight for you to examine your own mql and SQL process thanks for [Music] watching