Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like. No matter where the lead was sourced.

Lead Ranking 246

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 246

FunnelEnvy

APRIL 14, 2025

The top of the funnel (TOFU) sets the foundation for successful B2B lead generation. Its where potential customers first engage with your brand, making it a crucial stage in shaping lead quality. Common challenges include misaligned targeting, ineffective content, and a lack of clear intent signals from prospects.

Top of Funnel 69

Top of Funnel Lead Ranking Marketing Qualified Leads Sales Qualified Leads 69

Martech

MAY 2, 2025

The marketing qualified lead (MQL) is one of the most widely used metrics in marketing but it’s increasingly under fire. From the 1980’s Miller-Heiman sales methodology to today’s causal AI, companies have monitored signals to learn about customer journey progress. Here’s why.

Lead Ranking 84

Lead Ranking Marketing Qualified Leads MQL Work Management 84

Zoominfo

MAY 14, 2018

In marketing, it’s common knowledge that lead quality is generally more important than lead quantity. And yet, marketing lead qualification remains a sticking point for many organizations. In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified ( source ).

Lead Qualification 214

Lead Qualification Lead Ranking Marketing Qualified Leads Sales Qualified Leads 214

Vision Edge Marketing

AUGUST 22, 2023

When it comes to lead generation and new customer opportunity qualification, many businesses have traditionally relied on the waterfall approach which leverages the concept of a Marketing Qualified Lead (MQL).

Lead Ranking 246

Lead Ranking Lead Scoring Marketing Qualified Leads MQL 246

Only B2B

SEPTEMBER 11, 2024

Curious why the sales funnel is widest at the bottom yet tapers toward the top? If you focus solely on the bottom of the funnel, you may collect a substantial database but see fewer conversions. So, how can you expand the funnel while driving more conversions? Lead nurturing is about delivering value.

Lead Ranking 71

Lead Ranking Lead Nurturing Top of Funnel Marketing Qualified Leads 71

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. They’ve already gone through the awareness stage of the buyer’s journey.

Lead Ranking 246

Lead Ranking Sales Management Marketing Qualified Leads Lead Generation 246

FunnelEnvy

NOVEMBER 25, 2024

In the B2B and SaaS competitive landscape, all leads are not created equal. Generating high-quality marketing qualified leads (MQLs) is a crucial feeder for the sales funnel to help maximize marketing ROI and drive revenue growth. What is an MQL in B2B?

High Quality Lead 72

High Quality Lead Lead Ranking Marketing Qualified Leads Sales Qualified Leads 72

Tomorrow People

FEBRUARY 13, 2018

If you’re going to work with a content marketing agency, you’d better know your way around the content marketing funnel, and understand all the terms that come with it. There’s a whole bank of vocabulary that comes with a content marketing strategy , and not all of it’s familiar even to dyed-in-the-wool marketeers.

Top of Funnel 168

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 168

InsightSquared

JANUARY 23, 2019

Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. At better-aligned organizations, you’re likely having conversations about improving the conversion rate of your leads.

Marketing Qualified Leads 204

Marketing Qualified Leads Lead Ranking Top of Funnel Sales Qualified Leads 204

Contently

DECEMBER 26, 2022

Content marketing ain’t easy… but isn’t that why it’s so valuable? Organizations are taking a more proactive approach to content these days as it relates to audience engagement, lead funnel growth, prospect nurturing, customer loyalty, and strong brand affinity. Does your content alleviate a pain point?

Lead Ranking 184

Lead Ranking Marketing Qualified Leads Top of Funnel Sales Qualified Leads 184

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like. No matter where the lead was sourced.

Lead Ranking 195

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 195

markempa

DECEMBER 17, 2024

Stop me if this sounds familiar… Your marketing team is churning out content. Your sales team is grinding through calls. Here’s something to think about: The real problem isn’t your sales or marketing team’s effort or creativity. Instead, focus on buying intent signals that align with buying journeys.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Demand Cost 120

markempa

DECEMBER 17, 2024

Stop me if this sounds familiar… Your marketing team is churning out content. Your sales team is grinding through calls. Here’s something to consider: The real problem isn’t your sales or marketing team’s effort or creativity. Rethink “Qualified”: The old MQL/SQL framework isn’t enough.

Demand Generation 120

Demand Generation Marketing Qualified Leads Lead Ranking Demand 120

Single Grain

APRIL 29, 2025

Yet, across industries, organizations struggle with lead conversion rates averaging just 3-5%. The difference between thriving companies and those merely surviving often comes down to how they made their lead-to-sale process not only effective but also efficient and adaptable.

Lead Ranking 52

Lead Ranking Sales Management Marketing Qualified Leads Top of Funnel 52

Vision Edge Marketing

OCTOBER 20, 2020

As a supplier or partner you play a leading role in shaping the supply chain in which we operate. Let go of the outdated sales funnel. The sales funnel model is a 112-year-old tool used by Sales organizations to understand the flow of business opportunities and the culprit behind misalignment.

Lead Ranking 264

Lead Ranking Marketing Qualified Leads Organization Lead Scoring 264

The Point

MARCH 29, 2017

Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. The lead funnel is obsolete. Think about it: most companies have no problem generating leads at the top of the funnel.

Sales Qualified Leads 50

Sales Qualified Leads Top of Funnel High Quality Lead Lead Ranking 50

MarketJoy

MARCH 24, 2025

Your sales team is always on the hunt for leads, but only a few convert from leads to business? This is a classic pain point for all B2B companies: how to populate their sales pipeline with leads that are actually qualified and do convert. What Are B2B Lead Generation Services? Sound familiar?

Sales Qualified Leads 52

Sales Qualified Leads Ideal Customer Profiles Lead Generation B2B Sales 52

Only B2B

FEBRUARY 26, 2020

Generating and acquiring leads can be really simple for most businesses. However, getting MQL marketing leads, the ones that are most likely to convert, are far more difficult since it requires you to put in a lot of research and develop a complex funnel. What is MQL Marketing? Problems faced during MQL Marketing.

Lead Ranking 115

Lead Ranking Marketing Qualified Leads MQL Tactics 115

FunnelEnvy

JUNE 9, 2025

If you’ve ever posted “should we gate this content?” But in real funnels — with real buyers, variable intent, and sales alignment challenges — the truth is more complicated. But in real funnels — with real buyers, variable intent, and sales alignment challenges — the truth is more complicated.

Top of Funnel 52

Top of Funnel Lead Ranking Marketing Qualified Leads Sales Qualified Leads 52

KoMarketing Associates

MAY 3, 2022

One reason why content marketing continues to be so crucial to B2B success? of B2B sales to new customers take four months or longer to close. That’s a long time to nurture a lead. . When done well, content marketing allows prospects to guide their own journey by exploring topics and resources that matter to them. .

Lead Ranking 223

Lead Ranking Marketing Qualified Leads B2B Marketing Top of Funnel 223

Act-On

APRIL 10, 2024

But not entirely unlike when a colleague sends you a link to a gated ebook, you give your contact info to download it, and then get a phone call from a sales rep the same day. You don’t want a demo of their software — you haven’t even had time to read their content yet. Luckily for marketers, lead scoring exists.

Lead Ranking 245

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 245

FunnelEnvy

MARCH 31, 2025

In B2B marketing, generating high-quality leads is only half the battle. The real challenge lies in converting those leads into paying customersand this is where marketing and sales alignment becomes critical. To prevent stalled opportunities, B2B companies must prioritize marketing and sales alignment.

Sales Management 64

Sales Management Lead Ranking B2B Sales Top of Funnel 64

Zoominfo

APRIL 3, 2018

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. As it turns out—neither team is wrong.

Sales Management 223

Sales Management Marketing Qualified Leads Top of Funnel Sales Qualified Leads 223

Zoominfo

MARCH 30, 2023

Whether they’re building a brand, fueling revenue generation, or supporting the customer journey, marketers are constantly looking for ways to highlight their value and increase ROI. As accounts move further down the funnel, go-to-market teams often need to engage a growing cast of characters in order to close a deal.

Top of Funnel 130

Top of Funnel Lead Ranking Marketing Funnels Work Management 130

Zoominfo

MARCH 1, 2021

In fact, 65% of B2B marketers use KPIs to measure their content performance. Choosing KPIs for your team starts with analyzing campaigns where KPIs can fit within the buyer’s journey. In the earlier stages of the funnel , advertising, branding, and content are key, so choose KPIs that measure their reach.

Lead Ranking 207

Lead Ranking Paid Content Marketing Qualified Leads Cost per Acquisition 207

Only B2B

AUGUST 14, 2024

Imagine this: your sales funnel is buzzing with activity. Every day, 20, 50, maybe even 200 leads trickle in, eager to learn more about your product or service. Not every lead has the interest, urgency, or ability to buy solutions like yours. Asking the right questions to potential leads is tricky but necessary.

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking B2B Sales Top of Funnel 71

Only B2B

MARCH 27, 2024

Ah, the never-ending quest for qualified leads! Do all those website visitors and content downloads translate into sales conversations? Must Read: MQL vs SQL: Which Lead Matter More & When? Imagine your sales funnel as a pyramid. But what happens after that initial spark of interest?

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking Marketing Qualified Leads High Quality Lead 71

Directive Agency

AUGUST 22, 2024

Think of nurture streams as a way to build and maintain relationships with your leads through a series of strategic, automated touchpoints, that keep your brand top-of-mind and guide potential customers towards making a purchase. For marketing leaders, it’s not good enough to just bring leads into your system and then drop them.

Lead Ranking 52

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Webinar Metrics 52

Directive Agency

JUNE 18, 2025

It has helped expand our voice, build trust, and stay top of mind with the right audience. Hosting webinars on high-demand topics Take our most recent webinar, “From AIOs to LLMs: How B2B Teams Must Evolve Search Strategy and Reporting for the AI Era.” Start with a content audit. Markets shift. Competitors adjust.

Differentiation 91

Differentiation AIO Lead Ranking Paid Search Agency 91

Single Grain

AUGUST 6, 2019

Some business owners are moving away from the term “marketing funnel” because they think it’s too mechanical or simplistic to describe the lead nurturing sequence by which customers move from awareness to purchase. What Is a Marketing Funnel? Example 1 : A Not-so-effective Marketing Funnel. Stages in the Sales Funnel.

Top of Funnel 112

Top of Funnel Marketing Funnels Marketing Qualified Leads Paid Content 112

InsightSquared

SEPTEMBER 25, 2019

Below are a few tips I’ve learned to ensure I’m tracking meaningful metrics throughout the customer lifecycle and I can confidently say which marketing programs are driving real business for my organization’s bottom line. . But today, technologies give us visibility into marketing’s impact throughout the entire customer journey.

Cost per Acquisition 153

Cost per Acquisition Top of Funnel Marketing Qualified Leads Lead Ranking 153

Inbox Insight

FEBRUARY 19, 2024

Effective lead generation comes down to both B2B lead quality and quantity. But with mounting pressure to demonstrate impact through hitting MQL targets, it’s easy for B2B marketers to overlook quality and become fixated on the latter. Reading time: 4 minutes Why is Lead Quality the key area of focus for Demand Generation?

Lead Ranking 108

Lead Ranking Top of Funnel Ideal Customer Profiles Marketing Qualified Leads 108

Only B2B

FEBRUARY 19, 2025

What is the difference between lead generation and demand generation? A broken marketing funnel, wasted budgets, and frustrated sales teams. Demand generation and lead generation are not the same. Meanwhile, the lead generation captures that interest and turns it into potential revenue. What is Lead Generation?

Demand Generation Agencies 71

Demand Generation Agencies Demand Generation Lead Ranking Marketing Qualified Leads 71

Unbounce

DECEMBER 14, 2021

Leads are potential customers that can turn into sales and profit for your business. But leads aren’t all alike. They’re not always at the same stage of the buyer’s journey. Knowing what category a lead belongs to is the key to moving them along the sale’s funnel where you want them to be.

Marketing Qualified Leads 111

Marketing Qualified Leads Lead Ranking MQL Sales Qualified Leads 111

Sales Engine

JANUARY 18, 2016

Specifically, are dollars best spent on sales or marketing? While we were pleased with the lead generation effort, the sales resulting from those leads were disappointingly low. So was it a quality of leads issue or a sales/opportunity conversion issue? One of our recent clients faced a similar question.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Cost per Lead 120

Unbound B2B

APRIL 16, 2025

It unifies revenue teams (marketing, sales, and customer success) to orchestrate meaningful engagement from first touch to post-sale expansion. From MQL handoffs to continuous revenue motion – Sales, marketing, and success collaborate on every account phase to drive outcomes.

Account Based Marketing 52

Account Based Marketing Top of Funnel ABM Lead Ranking 52