Inside sales marketing-qualified leads

Inquiry to marketing qualified lead (MQL) This is the percentage of conversion from initial inquiry to MQL. A MQL is defined by a lead that marketing deems qualified to push to the inside sales team, based on specific, predetermined criteria. 

A marketing-qualified lead can be defined as a lead that is defined as good by marketing. This means that the lead has hit a specific score or has had an interesting moment, indicating that an inside sales rep should call her. 

Sales lead If the lead is truly qualified and he heis had a good conversation with the inside sales team, he is passed on to an Account Executive (AE). The AE also speaks directly with the lead and heis seven days to either turn the lead into a true sales lead, or send him back to m irketing for lead nurturing, where marketing adds that lead into a ceimpaign to re-engc e him over time. 

An interesting aspect of an inside sales team is that many companies classify them as peirt of marketing because they help close the loop between Scdes and marketing. As a marketer, you need to be close to your sales team so that they can turn your leads into opportunities and qualify them to eventually be closed/won deals. By including inside sales as part of your marketing, you can cement the bond between the two teams. 

Be sure to take into consideration your own sales cycle. Your inside sales reps may be qualifying more or fewer leads, depending on your sales cycle and how many leads your marketing team generates. 

But what happens when a lead leaves marketing s hands and goes to sales You need to have a concrete lead qualification path that inside sales reps can follow before they know whether to qualify them and send them onto an account executive, or send them back to marketing. 

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