Sales Qualified Lead (SQL)

Identifying an SQL isn't just about seeing who's interacted with your content. It's about noticing who's diving deep - downloading your guides, attending your webinars, and basically doing everything short of waving a flag saying, "I'm interested!" They fit your ideal customer profile to a T and are clearly in the market for what you're offering.

Identifying an SQL involves effective communication between marketing and sales teams to apply these criteria:

• Engagement Level: SQLs often exhibit high levels of engagement with your marketing content, such as downloading whitepapers, attending webinars, or repeatedly visiting your website.

• Fit: These leads match your ideal customer profile in terms of industry, company size, budget, and specific needs.

• Intent: SQLs express a clear intent to purchase or show a keen interest in understanding how your product or service can solve their problems.

So now that you've identified your sales qualified lead, here's how you keep them engaged and move them down the sales funnel:

• Get Personal: Tailor your approach to meet their specific needs. Show them you understand their challenges and have just the solution they're looking for.

• Be Swift: Quick follow-ups are your best friend. They keep the interest alive and show that you're attentive and ready to help.

• Use Your Tools: Leverage CRM software to keep track of your interactions, preferences, and any specific requests or feedback. The more you know, the more personalized and effective your sales pitch can be.

Pro Tip: Track and analyze your market-sourced SQLs with Revenue Marketing, more on that here.

Focusing on SQLs streamlines the sales process by allocating resources and attention to leads with the highest conversion potential. This targeted approach enhances the efficiency of the sales team, increases the conversion rate, and ultimately boosts the return on investment for marketing and sales activities. 

This means your sales team can direct their energy and resources towards leads that are most likely to become customers, making your sales process as efficient as getting from point A to B with a GPS.