Understanding the Sales Qualified Lead Meaning for Procurement

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what is a sales qualified lead so a lot of people have heard this term it actually blows me away how many people in sales in like big organizations have never heard of this term this mql and sql marketing qualified lead and sales qualified lead so it's really it's kind of whatever you need it to be um to help distinguish two different types of of segments of leads right so i look at it this way for us this is how we do it at our company and we it's modified based on your needs at every single company we work with but you you have you have a stranger starts off somebody who they don't know you you don't know them then they become a visitor they visit your website maybe they've heard of your brand and then they start to interact with your digital marketing in some way through a digital ad through a lead capture form a registration form something like that um and so by using a tag in hubspot i'll call it a tag you can say is this person a visitor or is this person a stranger are they an mql an sql an opportunity a client or not a good fit right so an mql is somebody who starts to interact with your marketing at your digital marketing and they are not yet ready to buy if you if you get lots of leads you don't want to bury your sales team with people who you could answer their questions with automation or with other uh you can nurture them with sequences or workflows videos other information where it's it's scalable without bogging down your sales team so mql is marketing qualified lead we qualified this lead they're they're somebody who's interested and we're going to continue to nurture them with helpful information until they get to a place where their purchase intent is very high and they're ready to to engage with the salesperson to be helped to the close of a sale so that way there you can prioritize people where they need to be and not burn out your sales people with peop with with prospects that aren't yet quite there yet now if you're a company where um you're just not your sales team's not buried in leads and they're not busy all day long doing demos and on the phone then maybe they should take every lead but every single one that comes in have a conversation email phone whatever but when you get to a point where you get so busy that you can't keep up with every lead that's coming in now you need to prioritize your team and go okay is this an mql or an sql now when it one of the ways that we um if they if they book and want to book a meeting that may automatically trigger them to be an sql depending on how how busy organization is they go mql is they download a form load of resource sql is they want to talk to somebody or they request a quote like somebody's like i want a demo or a quote that's an sql um i've known marcus sheridan wrote a book and he talked about how he did for his pool company that became very successful was they did the research crunched the numbers and they found that people had a 90 percent chance of buying a pool a very expensive pool after they had viewed 38 pieces of content now a lot of people it seems crazy it's a lot of a lot of content but that was pdfs and web pages and videos and blog articles so what they did was they had put together a packet for people and they would not let that person meet with the salesperson until they had consumed enough content to be knowledgeable enough to have that next level conversation so it didn't waste their time it didn't waste their sales people's time and the sales people by the time they met with them they weren't answering like really simple questions the the you had a much more informed buyer at this point who knew um do i need a fiberglass pool or a concrete pool above ground pool in ground pool right this type of thing it helps everyone involved so you're not wasting people's time and you don't have people that are frustrated or upset on either side customers or sales people so hope that's helpful let me know if there's another topic you'd like me to cover and i will put my meeting link in the description if you would like to become an sql talk to you soon