That’s the feeling you want with your prospects.

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The level of intent is not well-known at this point. The prospect has taken notice of you, and If you play your cards right, you will have the opportunity to continue the conversation. Sure, the prospect isn’t ready for a big commitment yet, but who is that early in the game?

But the big question is, “Should I consider an objection an MQL?”

Naturally, your first instinct is to say “no.”

Nobody wants to be that guy in the bar who can’t take a hint.

What if, instead, you’re more like Dr. Venkman in Ghostbusters subtly dripping out one-liners to Dana. The back and forth exchange between the two leaves you with that will-they-won’t-they kind of excitement.



But how do you ride the fine line between arrogance and charm with the charisma of Bill Murray?

We’ll get to that a few scrolls down. For now, let’s talk about the next step in the prospecting relationship.

What is a Sales-Qualified Lead (SQL)?
And by next step, we mean moving from a marketing-qualified to a china cell phone number database sales-qualified lead which is kind of like planning the first date.

To put it more directly, a sales-qualified lead (SQL) is a prospect who desires a better understanding of a company’s offer. This could mean the prospect asked about pricing, requested product information, or agreed to a discovery call.

You’re not walking down the aisle, but you’re getting to know if there’s a shot at a real relationship. There’s still plenty you have to learn about each other before saying “I do.”

Unfortunately, not every encounter ends in happily ever after. Accounting for the pitfalls that can cut a potential partnership short will leave your company less vulnerable to the ebbs and flows of sales.

How to Set Your Company’s MQL to SQL Conversion Goals
Conversion rates vary by industry and channel, but your marketing and sales team should aim for a little over 1 SQL for every 10 MQLs generated as a starting point. The MQL to SQL conversion rate calculation is pretty simple:

conversion rate = SQLs / MQLs

Naturally, certain leads, like client referrals, will flip faster and more frequently.