We discuss the difference between a marketing qualified lead (MQL) and a sales qualified lead (SQL) and how to use them to improve the customer experience. Generating leads is crucial for businesses, ...

What is an MQL? An MQL is a marketing qualified lead. What is an SQL? An SQL is a sales qualified lead. Okay, nothing new there. However, SQLs and MQLs require a fundamentally different approach to ...

SQLs are often a source of friction between Sales and Marketing. Though MQLs remain a trusted way to qualify potential buyers, the process often breaks down because of noisy traffic—too many leads, ...

Today, we know that across the B2B sales cycle, the key to driving home a sale is the quality of the leads in your pipeline. One of the biggest causes for these surprising statistics? How we as ...

You’re fed up with your nonexistent lead flow and the low-quality leads that are barely trickling in. You’re uncertain who you’re interacting with, you’re asking a lot of discovery questions but not ...

You’ve worked hard to turn the engagement from your recent marketing campaign into leads. Once your suspects have become prospects who’ve finally reached the scoring threshold, you toss the leads over ...

In 2012, SiriusDecisions released a new version of its popular "demand waterfall" marketing effectiveness framework. Since 2002, many marketers have used the Sirius-defined processes, and the ...