Sales Qualified Lead (SQL)

What are properties of SQLs?

• High interest in the product or service: SQLs have actively informed themselves about a company's product or service and are showing a clear interest in buying. For example, you downloaded product brochures, read white papers, or attended webinars.
• Need for the product or service: SQLs have a specific need for a company's product or service and are willing to spend money on it. For example, you have arranged a demo or a consultation or specified a specific budget for the purchase.
• Decision-making power: SQLs have the decision-making power to make a purchase or can influence it. They are able to make purchasing decisions themselves or play an important role in their company's decision-making process.
• Purchase time frame: SQLs have a specific time frame in mind for the purchase. They know when to make a purchase decision and are ready to buy in the near future.

How do you identify SQLs?

MQLs can be further qualified to become SQLs if they meet certain criteria, such as:

• Download product brochures or price lists: When a MQL When downloading a company's product brochure or price list, this indicates that they are interested in the product or service and would like to know more details.
• Schedule a demo or consultation: When a MQL arranging a demo or consultation, this indicates that he has purchase intentions and would like to learn more about the product or service.
• Positive responses to marketing messages: When a MQL Responding positively to marketing messages from the company, such as by opening emails or clicking on social media posts, indicates that they are interested in the product or service.
• High lead scoring: Lead scoring is a system for evaluating leads based on their qualifications. MQLs With a high lead score, they are likely to be more willing to buy and should therefore be prioritized by the sales team.

How do you quualify SQLs?

Once SQLs have been identified, they must be further qualified to ensure that they are actually ready to buy. This can be done through various measures, such as:

• Telephone calls with sales: Salespeople can call SQLs to determine their needs, budget, and time frame. This allows them to better understand whether the SQL is actually ready to buy and whether the company's product or service meets their requirements.
• Emails: Companies can send emails to SQLs to provide them with additional information about their products or services and to explore their purchase intentions. For example, they can send out case studies or customer testimonials to show SQL the positive experiences of other customers with the company.
• Lead scoring: Lead scoring can also be used during the qualification of SQLs to further assess their willingness to buy. For example, additional points can be awarded for certain behaviors, such as opening emails or visiting product pages on the website.

How do you maintain SQLs?

SQLs that prove to be ready to buy should be intensively supervised by the sales team. The aim is to establish a relationship with SQL, to understand his needs in detail and to provide him with the appropriate offer. This can be done through various measures, such as:

• Sending personalized offers: Salespeople should send SQLs personalized offers based on their needs and interests. The offer should clearly highlight the value of the product or service and communicate the price transparently.
• Presentations and demos: Salespeople can offer SQLs presentations and demos of the product or service. In this way, they can present the product or service to SQL in detail and answer its questions.
• Answering questions: Salespeople should answer all questions from SQLs and provide them with all necessary information. This includes, for example, information about the product or service, about the price.

Let's talk about leads, qualification, and tracking. Possible benefits include Reporting, Business intelligence, Customer Centricity or even Data Strategy.

Note: Our team benefited from the support of AI technologies while creating and maintaining this glossary.