January 24, 2023 - In a new and highly informative article by Stefana Zaric of Databox, Lynne McNamee, President of Lone Armadillo Marketing and Consulting, discusses her take on defining and managing leads from an MQL to an SQL.
As the article takes a deep dive into understanding MQLs and how successful companies effectively generate demand for sales teams, Ms. McNamee suggests that historical patterns of lead behavior help understand which MQLs could become SQLs.
Importantly, she emphasizes the need to "discuss with sales FAQ, frequent objections, what they wish were different when they start conversations or what shows up late that should have been addressed earlier in the process." Marketing and Sales Alignment is at the heart of a successful sales process.
To learn more, please follow below to read the full article: