MQL/SQL: What They Are and Why You Need Them?

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Hi! I'm Michelle Sternbauer, an Account Director here at THAT Agency. Today, I want to talk to you about MQLs & SQLs. What they are and why you need them!

An MQL (or marketing qualified lead), is more than a subscriber. It is someone that has expressed a deeper interest in your offerings. They are someone who is typically closer to the middle or even bottom of the funnel.

An SQL (or sales qualified lead), is someone who has been identified by your sales team, as someone they would like to directly contact.

Now that you know the difference between the two types of leads, you may be wondering, why is it important?

Quite simply, it is becuase marketing qualified leads - while interested in you, your product, or your service - may not be ready to hear from a sales team member. By defining the characteristics of what your MQLs and SQLs look like, you can establish a clear understanding of the handoff between marketing and sales. And aligning marketing and sales can be the largest opportunity for improving your business performance.

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