Qualified Lead
Table of Contents
What is a qualified lead?
A qualified lead is a prospect who meets predefined criteria—demographic fit, expressed interest, buying intent—making them more likely to become a customer, and justifying sales follow‑up.
Key points
- Types: MQL (marketing‑qualified) vs. SQL (sales‑qualified).
- Scoring: Assign points for actions (downloads, page views) and firmographics.
- Handoff: Service‑level agreement sets scoring threshold for sales routing.
- Conversion: Qualified leads convert 2–5× higher than raw inquiries.
- Tech: Marketing automation + CRM sync ensures status tracking.
Pro tips
- Review scoring weights quarterly with sales feedback.
- Track pipeline velocity to refine qualification rules.
- Align content offers with stage‑appropriate gating.
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