4 Key Variables for Calculating Sales Velocity

Martech Advisor

Jason Kren, CEO of PactSafe, in this article, shares key metrics of sales velocity which can help companies strive for a higher sales velocity, meaning the faster they convert leads into paying customers, the more successful their business will be. But what is sales velocity?

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Only B2B - Untitled Article

Only B2B

How to know whether your lead is “qualified” enough to be a sales qualified lead? While Sales Qualified Lead (SQL) is vetted by both the marketing and the sales team; Marketing Qualified Lead (MQL) are prospects that “likely to become a buyer” according to the marketing team.

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Only B2B - Untitled Article

Only B2B

How to know whether your lead is “qualified” enough to be a sales qualified lead? While Sales Qualified Lead (SQL) is vetted by both the marketing and the sales team; Marketing Qualified Lead (MQL) are prospects that “likely to become a buyer” according to the marketing team.

BANT 62

Inside Act-On: 10-Step Guide to Rebuilding Your Lead-to-Revenue Funnel

Act-On

Everyone in marketing and sales and on the executive team knows about the “lead-to-revenue funnel.” These stages increase revenue by allowing sales to focus on those individuals and accounts most likely to result in a closed/won deal and also those ready to engage with a salesperson.

Act-On 189

How Important is Lead Scoring?

Marketing Action

A lot of marketing teams still guess about when the right time is to pass a lead to sales. Without a consistent framework in place, your MQLs (marketing qualified leads) will be hit or miss, and your sales team will waste a lot of time pursuing leads that don’t convert.

Intent Data: The Secret to Creating Killer Lead Generation Campaigns

TrueInfluence

Predictive analytics promised that the innovative marketer would be able to “guess” which leads would be most valuable in filling even the most ambitious sales funnel. Intent data can help improve engagement across a multitude of use cases, including: account-based marketing (ABM) ad targeting, lead generation activities, lead scoring, and sales and account management. Get input from major stakeholders on both the sales and marketing sides of the company. BANT qualified?