PathFactory

DECEMBER 17, 2018

As marketers, our collective definition of the marketing qualified lead (MQL) is an important one. Yet most lead qualification models don’t allocate scores based on a person’s actual level of self-education or interest. We consistently end up way ahead of our Marketing-driven SQO goals. Food for thought. But then what?

Lead Ranking 45

Lead Ranking Top of Funnel Marketing Qualified Leads MQL 45

Industrial Marketing Today

MAY 11, 2010

This agrees with what I am hearing from my engineering and industrial clients, they are seeing a lot more activity but the average sales cycle has grown by an additional 90 ~ 120 days. So the waterfall concept is Inquiry > MQL > SAL > SQO > Close.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

PathFactory

SEPTEMBER 12, 2018

Glassdoor improved their buyer’s experience by activating all the content in their nurture programs to give prospects the power to guide themselves through their journey. They can track how many assets are being consumed and only the most engaged leads are presented with a form and sent to sales. Resonate emotionally.

Forrester 40

Forrester Lead Ranking B2B Top of Funnel 40