Cohort Demand Waterfall Conversions – The Framework

B2B Marketing Analytics

How long it takes an MQL to convert to an opportunity? Lead to MQL conversion: All leads/contacts (Individuals) created in a given time frame are identified. I look for each of the “People ID” and see if that People ID has been through the MQL stage of the funnel.

SQO 56

Demand Waterfall Conversion Rates – The Framework

B2B Marketing Analytics

How long it takes an MQL to convert to an opportunity? Lead to MQL conversion: All leads/contacts (Individuals) created in a given time frame are identified. I look for each of the “People ID” and see if that People ID has been through the MQL stage of the funnel.

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Demand Waterfall Conversion Rates – The Framework

B2B Marketing Analytics

How long it takes an MQL to convert to an opportunity? Lead to MQL conversion: All leads/contacts (Individuals) created in a given time frame are identified. I look for each of the “People ID” and see if that People ID has been through the MQL stage of the funnel.

A Painless Guide to Planning a Marketing Budget

Oracle

o Inquiry to MQL 10% ( Marketing Qualified Lead ). o MQL to SAL 20% ( Sales Accepted Lead ). o SAL to SQO 75% (Sales Qualified Opportunity). o SQO to Win 25%. o Inquiry to SQO 120 days. o SQO to Win 90 days. To get those 20 closed deals I need to generate 80 SQOs (because my SQO to close rate is 25%).

Budget 215

5 Tips to Win the Revenue Marketing Era

Ledger Bennett

As much as this notion of Sales and Marketing Alignment has been pushed, accept it as demand era thinking that at best creates a scenario yielding little more than efficient, contextualized MQL hand-offs, and marketing still left haggling for revenue attribution.

SQO 63

Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Industrial Marketing Today

The post discusses “the waterfall” concept advocated by SiriusDecisions where you generate interest (Inquiries/Prospects), a score is assigned based on the action taken and they become a Marketing Qualified Lead (MQL), some of these get passed on to sales depending on their score and are now classified as Sales Accepted Lead (SAL), sales manages to move one or more of them into the pipeline and calls them Sales Qualified Opportunity (SQO) and if it leads to business, it’s a Close!

How To Enable B2B Content Bingeing

PathFactory

As marketers, our collective definition of the marketing qualified lead (MQL) is an important one. What if a prospect is bingeing on your content, spending several minutes consuming an eBook for example, but they haven’t done enough separate activities cumulatively to be flagged as an MQL? PathFactory customer data proves this: prospects who show signs of content bingeing are 2x more likely to convert from MQL to SQL. Hello, fellow B2B marketing nerds!

SQO 43

Everything You Need to Generate, Score, and Nurture Leads with Video

Vidyard

Meeting those MQL, SAL, and SQO goals each month is what keeps you up at night and what you wake up thinking about. Did you know that marketers who use video for lead generation see 19% lower cost per lead than those who don’t? For demand generation and content marketers alike, more quality leads for less cost is the consistent, ever-present struggle. We know.

SQO 74

Production-Marketing-Sales: Alignment 4.0

Exo B2B

We could be more specific and talk about personas… MQL: Marketing qualified lead: the prospect on which it is justified to spend money and resources to maintain it and lead it in its purchasing cycle. SAL/SAO: Sales Accepted Lead-opportunity: A “mature” MQL to be taken care of by someone from sales. SQL/SQO: Sales Qualified Lead-Opportunity: The SAL has reached the “closing” stage. The (often) missing link in Industry 4.0.

SQO 40

4 Bad B2B Content Experiences And How To Avoid Them

PathFactory

As a result, a whopping 20% of visitors presented with forms filled them out and Nimble was increased their MQL-to-SQO conversion rate by 30%. You finally sit down to watch the first episode of that new Netflix show you keep seeing ads for everywhere. As it ends and the credits start to roll, you glance at the clock and realize you have enough time to watch another episode or two, at least. The episode ends. The screen goes blank. Nothing. Wait, what? Where’s the next episode?

SQO 40

Forrester Report: The Birth Of The B2B Consumer

PathFactory

As a result of this approach, they saw a 30% lift in MQL to SQO conversion rates. My four least favorite words: “Are you still watching?” Yes, Netflix, I am! Yet despite the instant guilt I feel for watching that third episode of Ozark in a row, I instinctively click ‘yes’ and continue on with my binge. You and your buyers have probably had this experience, too. After all, they are B2C consumers living in an increasingly on-demand world. Some were even born into it.

The Marketing Revenue Accountability Roadmap

Ledger Bennett

As much as this notion of Sales and Marketing Alignment has been pushed, accept it as demand era thinking that at best creates a scenario yielding little more than efficient, contextualized MQL hand-offs, and Marketing still left haggling for revenue attribution.

SQO 52