Sales Qualified Lead or SQL
Posted: Thu Jan 30, 2025 6:29 am
Map-Buyer-Journey-what-is-a-lead-genwords
These types of individuals represent the audience of what is known as BOFU (Bottom Of The Funnel in Content Marketing and the decision stage in the Buyer Journey of Inbound Marketing).
What is the importance of lead quality?
This question is answered as follows: not food and beverage email list every lead is a good lead. In your strategy you must be able to separate those clients who are truly interested in what you offer from those who are not, from those who are very far from your proposal and therefore most likely will not become consumers.
Those who are far from what you offer are known as low-quality leads. The recommendation is that you do not focus the efforts of your sales team on them, as it will surely be in vain. The results will not be good and the investment of time and money will not be rewarded.
In addition to the above, focusing on poor quality leads ends up causing you to distance yourself from those who are truly interested in making a purchase. The premise is: quality before quantity and monitoring periodically to be able to classify them.
What are SQLs and how do they relate to Leads?
SQLs are “warm leads”, meaning they are ready to purchase your product or service. They have had closer contact: a phone call, a product presentation, etc.
On the other hand, it is important to be clear that for an MQL to become an SQL it must have been accepted by the sales team. That is, validated by the sales team according to a series of pre-established characteristics.
An example of a hot lead could be a marketing director from a company with more than 200 employees. He visited your website and also has the budget to buy your product in the next 3 months.
Contact vs. Lead? What's the difference?
This is one of the most frequently asked questions by digital marketers who begin to encounter the term lead.
While a lead is an individual who provides their personal information to a database on a brand or product landing page, what really makes them a lead (and completely separates them from being just a contact within that database) is the individual's intent.
What do I mean by this? Well, leads don't just want to receive information, they want to get something for the exchange of their personal data. Their intention is ultimately directed towards the purchase of a product or acquisition of a service.
Leads represent not only a series of isolated data in a form, as contacts are. They are also important data from an audience much closer to the purchase of the product or service.
In addition, this information turns out to be very valuable for analyzing the customer and activating the “delight” stage.
We have the leads, it's time for Lead Nurturing and Lead Scoring!
The overall goal of any lead database is, without a doubt, sales. In fact, all the work you put into the strategy is to sell your product or service.
In this sense, the database is of no use to you if you don't take advantage of it. How? By turning your qualified leads for marketing into qualified leads for sales.
To achieve qualified leads for sales, there are different techniques or strategies:
The first technique or strategy is Lead Nurturing. This technique aims to turn “cold” contacts into clients. That is, to take that contact who has only been interested in downloading an E-book or reading your blog and turn it into a purchase opportunity.
How do you do it? You can use email marketing campaigns with content offers that allow you to nurture leads that are halfway through the purchasing cycle.
The Email Marketing campaign must be directed to the interests shown by the lead or specific users.
On the other hand, the Lead Nurturing strategy aims to encourage your lead to advance in the purchasing cycle, that is, you try to take them from a middle, undecided stage to being much closer to the purchase.
Let's talk about Lead Scoring
The second technique is Lead Scoring. This is a strategy where leads are scored. This score will be higher the more actions they take with the content you share on your website or with the service you offer.
Lead Scoring is a ranking method that allows you to measure the interests and objectives of your audience.
On the other hand, to know at what level or how close to the purchase each Lead is, a Scoring Matrix is created. In this matrix you will have two variables: the socio-demographic and the engagement.
The socio-demographic variable tells you where in the world the contact is located, while engagement tells you how committed they are to your brand.
The closer this data is to what you've described for each lead in your Buyer Personas , the higher the score is given to that contact. They also receive points for "actions they take on all content shared about the service or product on the web."
These types of individuals represent the audience of what is known as BOFU (Bottom Of The Funnel in Content Marketing and the decision stage in the Buyer Journey of Inbound Marketing).
What is the importance of lead quality?
This question is answered as follows: not food and beverage email list every lead is a good lead. In your strategy you must be able to separate those clients who are truly interested in what you offer from those who are not, from those who are very far from your proposal and therefore most likely will not become consumers.
Those who are far from what you offer are known as low-quality leads. The recommendation is that you do not focus the efforts of your sales team on them, as it will surely be in vain. The results will not be good and the investment of time and money will not be rewarded.
In addition to the above, focusing on poor quality leads ends up causing you to distance yourself from those who are truly interested in making a purchase. The premise is: quality before quantity and monitoring periodically to be able to classify them.
What are SQLs and how do they relate to Leads?
SQLs are “warm leads”, meaning they are ready to purchase your product or service. They have had closer contact: a phone call, a product presentation, etc.
On the other hand, it is important to be clear that for an MQL to become an SQL it must have been accepted by the sales team. That is, validated by the sales team according to a series of pre-established characteristics.
An example of a hot lead could be a marketing director from a company with more than 200 employees. He visited your website and also has the budget to buy your product in the next 3 months.
Contact vs. Lead? What's the difference?
This is one of the most frequently asked questions by digital marketers who begin to encounter the term lead.
While a lead is an individual who provides their personal information to a database on a brand or product landing page, what really makes them a lead (and completely separates them from being just a contact within that database) is the individual's intent.
What do I mean by this? Well, leads don't just want to receive information, they want to get something for the exchange of their personal data. Their intention is ultimately directed towards the purchase of a product or acquisition of a service.
Leads represent not only a series of isolated data in a form, as contacts are. They are also important data from an audience much closer to the purchase of the product or service.
In addition, this information turns out to be very valuable for analyzing the customer and activating the “delight” stage.
We have the leads, it's time for Lead Nurturing and Lead Scoring!
The overall goal of any lead database is, without a doubt, sales. In fact, all the work you put into the strategy is to sell your product or service.
In this sense, the database is of no use to you if you don't take advantage of it. How? By turning your qualified leads for marketing into qualified leads for sales.
To achieve qualified leads for sales, there are different techniques or strategies:
The first technique or strategy is Lead Nurturing. This technique aims to turn “cold” contacts into clients. That is, to take that contact who has only been interested in downloading an E-book or reading your blog and turn it into a purchase opportunity.
How do you do it? You can use email marketing campaigns with content offers that allow you to nurture leads that are halfway through the purchasing cycle.
The Email Marketing campaign must be directed to the interests shown by the lead or specific users.
On the other hand, the Lead Nurturing strategy aims to encourage your lead to advance in the purchasing cycle, that is, you try to take them from a middle, undecided stage to being much closer to the purchase.
Let's talk about Lead Scoring
The second technique is Lead Scoring. This is a strategy where leads are scored. This score will be higher the more actions they take with the content you share on your website or with the service you offer.
Lead Scoring is a ranking method that allows you to measure the interests and objectives of your audience.
On the other hand, to know at what level or how close to the purchase each Lead is, a Scoring Matrix is created. In this matrix you will have two variables: the socio-demographic and the engagement.
The socio-demographic variable tells you where in the world the contact is located, while engagement tells you how committed they are to your brand.
The closer this data is to what you've described for each lead in your Buyer Personas , the higher the score is given to that contact. They also receive points for "actions they take on all content shared about the service or product on the web."