An SQL is a lead that has expressed enough interest in your brand that they’re ready to move into your sales process. They’ve interacted directly with your marketing efforts, indicating they’re serious about your product or service, and they’re ready to start speaking with your sales team.
MQLs vs. SQLs
MQLs and SQLs represent different stages in a potential customer’s decision-making journey. Here’s a straightforward breakdown:
MQL: A lead that shows interest but isn’t ready to buy.
Example: Consider selling CRM software. A first-time visitor who downloads a general guide like “Best CRMs of 2023” is exploring options. They’re an MQL, just starting their journey and gathering information.
SQL: A lead that demonstrates a clear intent to buy.
Example: If that same visitor frequently returns to the CRM website, engaging with detailed content like “Things to Know Before Purchasing CRM Software,” they’re evolving into an SQL. This shift indicates a readiness for more in-depth discussions about your product.
Moving MQLs to SQLs — after careful vetting — ensures your sales team america phone number list focuses their energy on the leads most likely to convert, which is not only more efficient but also respects the pace of the customer’s journey. It’s all about engaging potential customers with the right message at the right time.
Where does an MQL vs. SQL fall in the sales funnel?
Let’s think back to our relay race. Knowing where MQLs and SQLs sit in the sales funnel is crucial, as it guides how you interact with them and move them toward the finish line (aka a successful purchase).
MQLs in the sales funnel
An MQL is located at the top of the funnel, still gathering information and evaluating their options. At this stage, the focus should be on nurturing these leads with educational content like blog posts, reports, or guides; building trust; and gradually increasing their interest in your product or service. This approach ensures that when these leads are ready to move forward, they are well-informed and have a positive perception of your brand.