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. Traditional lead scoring models don’t take time into account. And that’s a big problem. But then what?

Lead Ranking 45

Lead Ranking Top of Funnel Marketing Qualified Leads MQL 45

Industrial Marketing Today

MAY 11, 2010

So the waterfall concept is Inquiry > MQL > SAL > SQO > Close. So the waterfall concept is Inquiry > MQL > SAL > SQO > Close. Given the current state of the economy, I find companies in the industrial sector only recognizing SAL’s and SQO’s.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

PathFactory

SEPTEMBER 12, 2018

They can track how many assets are being consumed and only the most engaged leads are presented with a form and sent to sales. As a result of this approach, they saw a 30% lift in MQL to SQO conversion rates. As a result of their post-sale Content Activation strategy , they saw a whopping 3.5X lift in customer adoption.

Forrester 40

Forrester Lead Ranking B2B Top of Funnel 40