Business to Business Buy Buying Cycle Sales Qualified Opportunity 
Industrial Marketing Today
MAY 11, 2010
Lead generation and lead nurturing have been put on the backburner and clients are interested only in finding leads that are ready to buy now (see my previous post, “The Role of B2B Marketing is Shifting from Lead Generation to Revenue Generation.” ). So the waterfall concept is Inquiry > MQL > SAL > SQO > Close.
Marketing Insider Group
JANUARY 9, 2024
The goal of lead nurturing is to help potential customers on their buying journey. It’s not just about converting leads to becoming “marketing qualified.” It’s about helping them progress along the way to get more sales. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.”
Expert insights. Personalized for you.
60 
Let's personalize your content