Key Objectives Discussed:
The challenge most teams encounter in getting MQLs to sales development representatives (SDRs) is having cycle through the sales funnel. Without the right strategy for handling MQLs, firms find it difficult to get their return on investment (ROI) within the desired timeframe.
Strategically managing MQLs is critical to being able to generate the right ROI. What separates MQLs from other leads is behavior; MQLs often take action toward your organization and/or services.
Enter intent data. Intent data is the lifeblood of sales and marketing because it offers insights into online actions that indicate potential to purchase. Intent data removes the guesswork in lead analysis and helps shorten the lead to sale conversion cycle. Intent data allows firms to focus more time, resources, and energy on active consumers.
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