A Painless Guide to Planning a Marketing Budget
DECEMBER 13, 2011
o Inquiry to MQL 10% ( Marketing Qualified Lead ). o MQL to SAL 20% ( Sales Accepted Lead ). o SAL to SQO 75% (Sales Qualified Opportunity). To get those 80 SQOs, I need 100 Sales Accepted Leads (because I have a 75% SAL to SQO rate); to get those 100 SALs I need 500 Marketing Qualified Leads; to get those 500 MQLs I need 5,000 inquiries. Note that in many cases, the Sales team generates many of their own opportunities.