MQL vs. SQL: How Marketers Should Define and Qualify Leads
AUGUST 12, 2019
And how, once a lead fulfills the BANT checklist and has seen a demo or talked to a sales rep, they become an SQL and enter the sales funnel. But these definitions don’t help solve a key problem in B2B organizations: the tension between marketing and sales around what constitutes a “good” lead. In company after company, there is a push-pull between marketing wanting to pass as many leads as possible to sales, and sales wanting “better” leads from marketing.