How to Turn Marketing Qualified Leads into Sales Qualified Leads | Ep. #484

<p><span style="font-size: 10pt;">In Episode #484, Eric and Neil discuss how to turn marketing qualified leads into sales qualified leads. Tune in to learn the difference between a marketing qualified lead and a sales qualified lead; how to convert an MQL into an SQL through criteria, and how to automate the scheduling and sales calls.</span></p> <h3><span style="font-size: 10pt;"><strong>Time-stamped show notes:</strong></span></h3> <ul> <li><span style="font-size: 10pt;">[00:29] - Today's topic: <em>How to Turn Marketing Qualified Leads Into Sales Qualified Leads</em></span></li> <li><span style="font-size: 10pt;">[00:39] - MQL or marketing qualified leads are actions that are taken inside your email marketing software or marketing automation software. Such as <a href="https://www.drip.com/">Drip</a> or <a href= "https://www.marketo.com/">Marketo</a>.</span></li> <li><span style="font-size: 10pt;">[00:49] - Once someone visits a certain number of pages they may have a marketing score of 70 which makes them a marketing qualified lead.</span></li> <li><span style="font-size: 10pt;">[01:02] - A sales qualified lead is based on the ideal client profile.</span></li> <li><span style="font-size: 10pt;">[01:11] - How do you turn marketing qualified leads into sales qualified leads.</span></li> <li><span style="font-size: 10pt;">[01:18] - Different behavior triggers can move someone into a sales sequence based on criteria that you set.</span></li> <li><span style="font-size: 10pt;">[01:47] - Ask for a lot of criteria when qualifying a lead. Use a form field and pass it to sales.</span></li> <li><span style="font-size: 10pt;">[02:11] - If sales reps aren't talking to the leads, they are not generating conversions.</span></li> <li><span style="font-size: 10pt;">[02:17] - Once the lead hits the form fields you can schedule them automatically in a call using something like <a href= "http://www.scheduleonce.com/">ScheduleOnce</a>.</span></li> <li><span style="font-size: 10pt;">[03:26] - Once a lead comes in we use <a href="h