MQL to SQL. 🔥 10% or less effect on your Sales Funnel. Why should you care?

I will play out a scenario for you which is common among B2B vendors.

⚡ Marketing team has executed a campaign and generated say 100 Marketing Qualified Leads (MQL).

⚡ These MQLs are shared with Sales team. They may determine only 70% of these MQLs match the Ideal Customer Profile (ICP) criteria i.e. only 70 MQLs.

⚡ Sales team may further prune this number to 50 by applying additional ICP criteria like the best fit based on their needs and revenue potential.

⚡ Let’s say these 50 MQls are further reduced by their ability to make buying power and bringing this number to 25.

⚡ Last, but not the least, Sales want to know how many of these 25 MQLs are showing 💡 “Buying Intent” to determine their readiness to buy.

⚡ Applying “Buying Intent” might bring this number to 10 MQLs.

As you can see, ✅ 100 MQLs are reduced to 🎯 10. This clearly is not the best way to execute your B2B marketing campaigns.

There’s a better way. I will discuss in next post ✍️

#b2b
#b2bsales
#intentdata
#b2bmarketing
#buyersjourney