True or False? Marketing is responsible for defining a Marketing Qualified Lead (MQL) and sales is responsible for defining a Sales Qualified Lead (SQL).
False: Both teams work together to come up with a common definition of the terms
True: Marketing and sales must use the same words, but it’s OK for the definitions to be different
False: As long as both teams understand what the other team is using as a definition, they can stay separate
True: It’s important for marketing and sales to have their own definition for the same words
Both teams must work together to come up with a common definition of the terms.
1) Determine how to classify leads
2) Assess and determine on how identified leads will be contacted (by salesperson or by automated email marketing)
A marketing qualified lead is defined as a lead of interest. It means that the lead fits the predetermined qualifications. Its reaction to email marketing will determine whether this MQL will become a SQL.
A sales qualified lead is defined as a hot lead. It means that the salesperson must contact the lead within 48 hours because the probability of closing a sale is high.