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Sonia Chugh
Marketing Automation | Demand Generation |
Marketing & Sales Operations | ROCKSTAR
SoniaSpecialist@gmail.com
@...
@SoniaSpecialist
I, ME & MYSELF
● A certified marketing automation &
salesforce expert with over 10 years
of comprehensive...
Been into Sales & Marketing,
I always seen or should say even done myself…...
To avoid adverse results, 7 checkpoints
MUST...
Sales and Marketing professionals
are always concerned about generating NEW LEADS.
Right?
@SoniaSpecialist
SoniaSpecialist...
has
becom
e
a
BUZZW
O
RD
in
m
arket!
@SoniaSpecialist
SoniaSpecialist@gmail.com5
Is it really
the KEY for the GROWTH
of any business?
NO!
@SoniaSpecialist
Am I
sounding
weird?
NOT Really!!
SoniaSpecialis...
is one of the parameters, for sure!
@SoniaSpecialist
SoniaSpecialist@gmail.com7
“Quality”
is what one should focus on than
“Quantity”
@SoniaSpecialist
I know nothing NEW……….
we all know, Quality wins!! ...
According to the recent research,
“Around 80% of leads generated by
marketers are NOT sales qualified”
@SoniaSpecialist
Af...
“An engaged MQL has
high probability of getting
converted against the
one’s not been engaged.”
Its very important responsi...
Q is...
@SoniaSpecialist
How to ensure that LEAD is good
enough to pass to the sales team?
Is Marketing Qualified Lead (MQ...
If we get answer to this Q,
we can do MAGIC.
@SoniaSpecialist
Wow!!!
Isn't?
SoniaSpecialist@gmail.com12
can do some help.It may not qualify 100%MQL to SQL
BUT
it will surely help to filter
enough qualifiedMQL move to SQL.
@Son...
@SoniaSpecialist
TERRITORY / REGION
SoniaSpecialist@gmail.com
1
14
The good thing about the internet is that anyone from the
world can land into any business website and show interest in
so...
@SoniaSpecialist
EMPLOYEES IN EACH
BUSINESS SIZE
SoniaSpecialist@gmail.com
2
It can make or break a lead’s quality. But before gauging the company size, we
need to analyze our own strengths and reach...
@SoniaSpecialist
CONTACT INFORMATION
SoniaSpecialist@gmail.com
3
18
What if you find MQL with contact number as 1111-1111?
Or
With an email address like 2016abc@xyz.com?
Do you really think ...
@SoniaSpecialist
REVENUE
SoniaSpecialist@gmail.com
4
20
You may wonder……
Why knowing revenue for MQL is so important?
Rather spending time on finding revenue, we should pitch in ...
@SoniaSpecialist
SoniaSpecialist@gmail.com
Territory
Employee
Size
Contact
Information
Revenue
Budget
Decision
Maker
The N...
@SoniaSpecialist
SoniaSpecialist@gmail.com
5
23
No doubt! It’s important asset of the CHECKLIST!
However, it may vary up on the products and services.
Of course, it is re...
@SoniaSpecialist
DECISION MAKER
SoniaSpecialist@gmail.com
6
25
Let’s, just imagine a scenario
@SoniaSpecialist
SoniaSpecialist@gmail.com
DECISION MAKER
Sales rep is following with Mr. X...
@SoniaSpecialist
THE NEED
SoniaSpecialist@gmail.com
7
27
Of coz, What is meant by “THE NEED”.
Let’s try with an example, I need to buy oranges;
you have everything to offer – exce...
By using this CHECKLIST,
you’ll be able to
IDENTIFY & QUALIFY
the marketing lead (MQL)
into the quality
sales prospects (S...
SoniaSpecialist@gmail.com
@SoniaSpecialist
SoniaSpecialist.branded.me
Please feel
free to reach
me out and
add value to
my...
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Checklist 2016 - Is MQL qualified enough to be SQL?

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Published on

We push all leads for nurture or engagement programs and once they fulfill the criteria of interesting moments, pass it to sales team.

To avoid adverse results, 7 checkpoints MUST, MUST & MUST
check and update, before passing them to the sales team, no matter how active LEAD is……..

Published in: Marketing

Checklist 2016 - Is MQL qualified enough to be SQL?

  1. 1. Sonia Chugh Marketing Automation | Demand Generation | Marketing & Sales Operations | ROCKSTAR SoniaSpecialist@gmail.com @SoniaSpecialist 2 1 3 5 6 7 Checklist 2016 - Is MQL qualified enough to be SQL?
  2. 2. @SoniaSpecialist I, ME & MYSELF ● A certified marketing automation & salesforce expert with over 10 years of comprehensive experience as a skilled demand generation & sales leader. ● Recognized for successfully driving best-in-class integrated email marketing campaigns and demand generation programs. ● As a seasoned professional, you can always expect some great tips from me on sales & marketing strategies, marketing automation, digital marketing and social media marketing. “ Best is YET to come” & “Great things come to those who DON’T wait” FIRM BELIEVER SoniaSpecialist@gmail.com 2
  3. 3. Been into Sales & Marketing, I always seen or should say even done myself…... To avoid adverse results, 7 checkpoints MUST, MUST & MUST check and update, before passing them to the sales team, no matter how active LEAD is…….. “pushing all leads for nurture or engagement programs and once they fulfill the criteria of interesting moments, pass it to sales team” @SoniaSpecialist SoniaSpecialist@gmail.com 3
  4. 4. Sales and Marketing professionals are always concerned about generating NEW LEADS. Right? @SoniaSpecialist SoniaSpecialist@gmail.com4
  5. 5. has becom e a BUZZW O RD in m arket! @SoniaSpecialist SoniaSpecialist@gmail.com5
  6. 6. Is it really the KEY for the GROWTH of any business? NO! @SoniaSpecialist Am I sounding weird? NOT Really!! SoniaSpecialist@gmail.com6
  7. 7. is one of the parameters, for sure! @SoniaSpecialist SoniaSpecialist@gmail.com7
  8. 8. “Quality” is what one should focus on than “Quantity” @SoniaSpecialist I know nothing NEW………. we all know, Quality wins!! :-) SoniaSpecialist@gmail.com8
  9. 9. According to the recent research, “Around 80% of leads generated by marketers are NOT sales qualified” @SoniaSpecialist After so many efforts, Are sales resources wasting time on MQLs ? (not ready to be a SQL yet) *MQL ---> Marketing Qualified Lead SoniaSpecialist@gmail.com * Source :2015 Survey of B2B Marketers.
  10. 10. “An engaged MQL has high probability of getting converted against the one’s not been engaged.” Its very important responsibility to NURTURE every single lead with an engaging content. Keep a track on analytics report for Open, Click or Not Open action activities. This will help qualifying MQLs to move as SQLs in marketing funnel! CONTENT ENGAGEMENT @SoniaSpecialist *SQL ---> Sales Qualified Lead SoniaSpecialist@gmail.com
  11. 11. Q is... @SoniaSpecialist How to ensure that LEAD is good enough to pass to the sales team? Is Marketing Qualified Lead (MQL) qualified enough to be called as Sales Qualified Lead (SQL)? SoniaSpecialist@gmail.com11
  12. 12. If we get answer to this Q, we can do MAGIC. @SoniaSpecialist Wow!!! Isn't? SoniaSpecialist@gmail.com12
  13. 13. can do some help.It may not qualify 100%MQL to SQL BUT it will surely help to filter enough qualifiedMQL move to SQL. @SoniaSpecialist 7 ITEMS SoniaSpecialist@gmail.com 13 13
  14. 14. @SoniaSpecialist TERRITORY / REGION SoniaSpecialist@gmail.com 1 14
  15. 15. The good thing about the internet is that anyone from the world can land into any business website and show interest in solutions offered. However, the REALITY could be that there is no business in that territory or cannot sell due to geographic restrictions. The point is, that we need to keep an eye on the location of MQL, if it is missing or not matched, get this updated by research team and then only forward or reject it based on business reach to its location. @SoniaSpecialist TERRITORY / REGION It also, helps in assigning to the right sales representative too. Interesting! Isn’t? SoniaSpecialist@gmail.com15
  16. 16. @SoniaSpecialist EMPLOYEES IN EACH BUSINESS SIZE SoniaSpecialist@gmail.com 2
  17. 17. It can make or break a lead’s quality. But before gauging the company size, we need to analyze our own strengths and reach. Confused? Let me clear, it may be possible that offerings are designed only for SMEs but somehow large enterprises are attracting towards it. Well! it would sound great because of big purse to expend, however these solutions will not fulfil their requirements….right? You can take any vice-versa example too. @SoniaSpecialist EMPLOYEE SIZE Well…!!!employee size does matter when it comes to business! To make things simple, Just check about the company size upfront. It is one of the basic and required checkpoint to be updated before passing the LEAD to sales representative. SoniaSpecialist@gmail.com17
  18. 18. @SoniaSpecialist CONTACT INFORMATION SoniaSpecialist@gmail.com 3 18
  19. 19. What if you find MQL with contact number as 1111-1111? Or With an email address like 2016abc@xyz.com? Do you really think anyone can have such kind of contact details? At-least, I would never believe! @SoniaSpecialist SoniaSpecialist@gmail.com CONTACT INFORMATION It’s evident to be called as SPAM or FAKE lead. Where person must have submitted to read or download any resource for own purpose. Hence, it's recommended to assess the validation of the contact information like Name, Phone & Email address with the help of market research team, before passing it to the sales team. 19
  20. 20. @SoniaSpecialist REVENUE SoniaSpecialist@gmail.com 4 20
  21. 21. You may wonder…… Why knowing revenue for MQL is so important? Rather spending time on finding revenue, we should pitch in our solutions directly...isn’t it? @SoniaSpecialist SoniaSpecialist@gmail.com REVENUE Revenue helps the sales representative to make the most appropriate strategy while making the sales pitch. Apart from that, they can also find whether the MQL is good enough for any kind of cross-selling or it needs only one solution at this moment. So, next time, when you see this field empty, make sure to update with the help of market research team and take a step forward towards conversions! 21
  22. 22. @SoniaSpecialist SoniaSpecialist@gmail.com Territory Employee Size Contact Information Revenue Budget Decision Maker The Need Time to turn down to Inside Sales Team from Market Research Team to check and update, rest 3 checkpoints in the MAGICAL CHECKLIST! 22
  23. 23. @SoniaSpecialist SoniaSpecialist@gmail.com 5 23
  24. 24. No doubt! It’s important asset of the CHECKLIST! However, it may vary up on the products and services. Of course, it is required to know if MQL has the sufficient budget to buy products or services. @SoniaSpecialist SoniaSpecialist@gmail.com BUDGET All we need is to act SMART, sit with the sales team and understand how much importance they give to this criteria? Whether they want to discuss once MQL gets ready for any meeting/phone call or in the beginning itself when MQL is moved to the engagement/ nurture programs. We can’t just ask directly to first time visitors for the budget insights. Keep this question in the bottom of the form, that too by providing a drop-down of choices or get this updated by Inside Sales Team, that's what they good at! You would be wondering, how should we check this? 24
  25. 25. @SoniaSpecialist DECISION MAKER SoniaSpecialist@gmail.com 6 25
  26. 26. Let’s, just imagine a scenario @SoniaSpecialist SoniaSpecialist@gmail.com DECISION MAKER Sales rep is following with Mr. X relentlessly and hoping for some meaningful conversion at one point of time, whereas Mr. X is nowhere authorized to take any sort of decision! Wouldn’t it be frustrating for sales rep or any of us? That’s where we need to be careful and check the respective job title of MQL. To help sales reps, all we need is to get them into right direction by connecting with the actual decision makers with the help of Inside Sales Team, someone like senior executives who directly works with the company’s C-suite or the one’s having adequate power to take buying-decision. 26
  27. 27. @SoniaSpecialist THE NEED SoniaSpecialist@gmail.com 7 27
  28. 28. Of coz, What is meant by “THE NEED”. Let’s try with an example, I need to buy oranges; you have everything to offer – except the oranges. Am I good MQL to sell? The answer is – Of Course, NO! Similarly, we need to get information about MQL whether it is anywhere in need of the products or services company is offering and how soon? If answer is yes & soon. Perfect!! it's good time to move MQL to SQL, so sales representative can pitch offerings. @SoniaSpecialist SoniaSpecialist@gmail.com THE “NEED” 28
  29. 29. By using this CHECKLIST, you’ll be able to IDENTIFY & QUALIFY the marketing lead (MQL) into the quality sales prospects (SQL) that can easily be closed with some nurturing and great offers! Start following the CHECKLIST in 2016 and begin seeing results. Don’t use shortcut by prematurely contacting leads. CHECK, UPDATE & FILTER marketing leads into being next sales prospect! @SoniaSpecialist SoniaSpecialist@gmail.com M Q L S Q L
  30. 30. SoniaSpecialist@gmail.com @SoniaSpecialist SoniaSpecialist.branded.me Please feel free to reach me out and add value to my learning... Thanks for reading & do share suggestions…..

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