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Think MQLs Don’t Work? It’s Time to Rethink Your Marketing Approach

Only B2B

MQL is dead. MQLs are little more than surface-level indicators. Unlike general leads, MQLs are more engaged and significantly more likely to convert. Read this blog to discover why MQLs still matter. But does this mean that every lead who engages with your content qualifies as an MQL? Not exactly.

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Sales Pipeline Radio, Episode 248: Q & A with Kelley Hippler @forrester

Heinz Marketing

Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. She is the Chief Sales Officer for Forrester. And the beginning of this month was the Forrester B2B summit, which is a new version of what was always known as the SiriusDecisions summit.

Forrester 119
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Optimize your Marketing Qualified Leads (MQLs) Strategy and Close More Sales

Only B2B

MQL sits at the intersection of marketing and sales. Usually, MQLs are the leads that have shown interest in various ways, like downloading content like ebooks, white paper, signing up for a company newsletter attending a webinar or online event. But ignoring MQL altogether is a costly mistake.

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The Revenue Process Alignment Series, Part 1: The End Of MQLs

Forrester B2B

For more than 20 years, the MQL (marketing qualified lead) has been the focus of most B2B revenue processes. But it fails in providing actionable insight and drives misalignment across various functions in the process. In part 1 of a four-part blog series, we explore why the MQL era is antiquated and needs to end immediately.

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The Revenue Process Alignment Series, Part 4: An Opportunity-Centric Revenue Process Is All About Context

Forrester B2B

The key to an optimized revenue process is context. As discussed earlier in this blog series, both the marketing qualified lead (MQL) and the marketing qualified account (MQA) suffer from context issues.

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Lead Generation vs Lead Qualification: The Dynamic Duo of Sales Success

Only B2B

Understanding the lead generation vs lead qualification is crucial to smoothen your sales process and maximize conversions. This process involves assessing a lead’s fit for your offerings based on specific criteria. You create an informative blog post on “ The 5 Social Media Trends You Need to Know in 2024.

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Important KPIs to measure sales and marketing alignment

Conversica

Buyers have already finished most of their decision-making process before they engage with your sales team. According to Gartner, customers are already 57% through the purchase process before they approach a supplier. MQL-to-Opportunity Rate. Marketing should recognize a good selling opportunity before your sales team.