A marketing qualified lead (MQL) is a person who begins an estimate flow by providing their email. A sales qualified lead (SQL) is a person who completes an estimate and is pending qualification from the inside sales, fresh sales, or renewal sales team. The workflows for each sales team involve finding qualified leads, updating their qualification status based on communication, moving unqualified leads to different categories, and progressing qualified leads to opportunities or deals.

2. Who’s a Marketing Qualified Lead?
1.n
Does other defined
activities (Content
Consumption etc.)
Becomes a MQL
1
A person begins the
estimate flow by
entering the estimate
flow and giving his
email
Becomes a MQL

3. When does a lead come to inside sales ?
A person completes
the estimate
Becomes a SQL
with pending
Qualification on
Inside Sales

4. When does a lead come to Fresh Sales Team
A person Books a
meeting with Sales
Becomes a SQL
with pending
Qualification on
Sales (Fresh)

5. When does a lead come to Renewal Sales
A person opts for
Renewal
Becomes a SQL
with pending
Qualification on
Sales(Renewal)

6. Workflow for Inside Sales Team
Step 4
Move Qualified Leads to
Qualified State
Step 3
Move Bogus, Nurture leads to
respective Buckets
Step 2
Based on the communication ,
choose to update the state of
qualification for the user.
Step 1
Find all the Leads who created
the estimate with Inside Sales
Qualification Pending and call
them
Always set
call Status and
not lead status

7. Workflow for Fresh Sales Team
Step 4
Move Qualified Leads to
Opportunity
Step 3
Move Bogus, Nurture leads to
respective Buckets
Step 2
Based on the communication ,
choose to update the state of
qualification for the user.
Step 1
Find all the Leads who created
the estimate with Sales
Qualification Pending and meet
them
A Deal is Created

8. Workflow for Renewal Sales Team
Step 4
Move Qualified Leads to
Opportunity
Step 3
Move Bogus, Nurture leads to
respective Buckets
Step 2
Based on the communication ,
choose to update the state of
qualification for the user.
Step 1
Find all the Leads who opted
for renewals from the estimate
flow
A Renewal Deal is
Created