An MQL stands for Marketing Qualified Lead.
Whereas and SQL stands for a Sales Qualified Lead.
MQL (Marketing Qualified Lead):
An MQL is a prospect or lead who has shown some level of interest and intent in a company’s products or services.
Marketers use marketing automation, content marketing and advertising to invite leads to respond to questions, submit inquiries, and fill out forms to find people raising their hands. Email automation, message automation, and remarketing ads are all methods to generate MQLs. MQLs are qualified based on online activity, the info provided, and the types of ads they clicked on.
The more engaged a prospect, the higher the intent. For example, if they click on emails, visit a website, and engage with multiple ads, they are likely to be more ready.
An MQL is then passed to a human for further nurturing and qualification.
SQL (Sales Qualified Lead):
An ISA, or Inside Sales Agent, is a human that will reach out to a MQL to start a conversation and then qualify the lead and book an appointment. This is a SQL.
SQLs are usually the result of direct interaction between the sales team and the lead, such as a sales call, demo, or consultation. Through discovery and curiosity, the Inside Sales Agent can then ask question to qualify the lead. Such as budget, purchase timeframe, and decision-making authority.
In summary, the key difference between a MQL a SQL is that a marketing qualified lead is generated through marketing efforts and has not had a conversation with a human. Whereas a SQL is generated through sales efforts and has had a conversation with a human. The transition from MQL to SQL is an essential step in the lead generation and conversion process within a business.
Some businesses are very good at SQLs, because they focus heavily on sales activities. While others are very good at MQLs, because they focus on marketing automation. By leveraging both, however, a business can dramatically improve their lead conversion results.
If you’re looking to generate more MQLs a tool like StreetText, which is a Facebook and Instagram advertising platform, is a great option to generate more MQL opportunities.