When generating MQLs and SQLs, various issues will arise between the marketing and sales departments. It is important to understand in advance what issues will arise.
We will explain the belarus cell phone number list challenges that arise in the marketing and sales departments.
Marketing Department
The marketing department does not directly approach leads. After generating MQLs and handing them over to the sales department, it is not possible to know whether the results are being achieved. In order to understand this, the sales department should share the results with the marketing department.
Sales Department
Sales departments tend to prioritize SQL, which has a higher probability of winning, over MQL. SQL has clear needs and leads to negotiations and orders quickly . It can be said that SQL is more important for achieving sales budgets.
On the other hand, with MQLs, the product may not even have been decided yet, so repeated approaches are required, and it takes time to reach a deal or receive an order. MQLs require advanced sales skills, so unlike SQLs, they can sometimes be overlooked.
Tips for successful MQL/SQL integration
We will explain three ways to solve problems that arise when using MQL and SQL.
・Use CRM to quickly share information
・Use MA tools to score leads
・Utilize ABM to facilitate smooth collaboration between departments
Use CRM to quickly share information
CRM is an abbreviation for Customer Relationship Management, and is a customer management system. By using CRM, detailed information such as company names, addresses, and issues can be managed in one place. Since lead information is consolidated, information can be shared quickly. There is no need for the marketing department and sales department to communicate directly; information can be confirmed simply by accessing CRM.
Use MA tools to score leads
MA tools are an abbreviation for Marketing Automation, and are tools that provide marketing support with functions such as automatic scoring. Scoring is carried out efficiently with automatic scoring and lead management functions. Scoring is a necessary method for determining MQL standards.
Without using MA tools, the marketing department would have to manually score each lead, which would result in issues such as passing on low-quality MQLs to the sales department. By using MA tools, not only can you pass on high-quality MQLs, but you can also reduce the time it takes to score them.
Using ABM to facilitate collaboration between departments
ABM is an abbreviation for Account Based Marketing, and is marketing that targets lead companies. We implement an approach that is tailored to the needs of each lead.
ABM makes it possible to extract information for each lead, facilitating collaboration between the marketing and sales departments. It also eliminates issues such as missed sharing between departments.
Maximize your results by integrating MQL and SQL accurately and quickly!
MQLs are high-quality leads obtained through marketing activities such as advertising and exhibitions. On the other hand, SQLs are high-quality leads obtained through sales activities such as requests for quotes and project consultations. SQLs often already have implementation plans and products to purchase decided, so they should be given priority over MQLs. If you cannot respond according to the implementation plan, you will lose credibility.
Manage MQLs and SQL efficiently and utilize them for marketing.