MQL Definition: Criteria for what constitutes a lead ready for sales.

[saddammolla]

Nurturing (Middle of Funnel - MOFU):

Goal: Build trust, educate leads on the value proposition, and move them through the buying process, often involving multiple decision-makers. This is a critical and often lengthy stage.
Activities:
Automated Email Workflows: Delivering relevant content based on lead behavior and stage.
Personalized Content Delivery: Sending specific case studies, industry-relevant articles, or competitive comparisons.
Webinar Follow-ups: Providing additional resources after a webinar.
Retargeting Ads: Tailored ads based on content consumed.
Social Selling (LinkedIn): Sales reps sharing valuable insights and engaging with prospects.
Dedicated Sales Development Representative (SDR) Outreach: Proactive follow-up from sales on engaged leads.
Qualification (Lead Scoring & Sales Acceptance):

Goal: Determine if a lead is a Marketing Qualified Lead (MQL) and then a Sales Qualified Lead (SQL), ensuring resources are spent on high-potential accounts.
Activities:
Lead Scoring Models: Using data points (firmographics, technographics, intent data, engagement behavior) to assign a score.
BANT (Budget, Authority, Need, Timeline) Qualification: Sales teams verify these criteria during initial calls.
SQL Definition: Criteria for an MQL that sales has accepted and is actively working on.
Discovery Calls: First interactions where sales gather more information and qualify needs.
Conversion & Sale (Bottom of Funnel - BOFU):

Goal: Close the deal and turn qualified opportunities into paying customers. This greece whatsapp database often involves direct sales engagement.
Activities:
Product Demos & Presentations: Tailored to the prospect's specific needs.
Proposal Development & Negotiation: Customized offers and contract discussions.
Case Studies & Testimonials: Showing success with similar companies.
Trial Periods/POCs (Proof of Concept): Allowing the prospect to test the solution.
Consultative Selling: Sales reps acting as advisors to solve complex problems.
Addressing Objections: Providing solutions to concerns from various stakeholders.
Post-Sale & Expansion:

Goal: Ensure customer success, retention, and identify opportunities for upselling or cross-selling. This also fuels new lead generation through referrals and case studies.
Activities: Onboarding, customer support, regular check-ins, success stories, training, account management.