Why MQLs are so Important for B2B Lead Generation

What if we say MQL (Marketing Qualified Lead) is the runway on which the sales of b2b companies take off? If this analogy fits right; the importance of MQLS need not be further proven.  MQLs have always been one of the key ingredients to creating positive sales outputs. If you get the MQLs right you win half the battle already!

Let us see how MQLs impact lead generation and what the overall benefits of MQLS are for any B2B company.

MQLs definitely reduce the workloads of sales but they do have more benefits and each one is useful in augmenting sales and its processes.

Here are some benefits:

Save time with lesser efforts:

One of the biggest assets of a company is its time. Where you invest time and what are the returns of that investment matters a lot and can decide the success of a company.

Companies that create outstanding results with MQLs are way ahead in fetching the required ROI as compared to those companies that don’t. Its reduces the sales cycles thus saving a lot of time and efforts for the sales teams and thus giving them an opportunity to dedicate that extra time for other sales activities.

Create better Alignment:

Good alignment between sales and marketing has been considered as one of the most important factors to augment the overall business and ROI of the company. Any conflict of interest, misalignment between these teams usually leads to an indirect loss of time and revenue too. With MQLs being passed on to sales team, it enables smoother functioning, processing and understanding between the two teams.

Increase work efficiency:

If the workloads and processes are well managed, any company will grow faster and better. Since MQLs have a great role to play in aligning sales and marketing teams and saving a lot of time and efforts; it naturally can increase productivity and efficiency of the company. Streamlined marketing and sales processes can only help companies grow that much faster.

Putting all the above factors together MQLs can be crucial in getting the right leads or in converting good leads into business. You can succeed at generating leads, nurturing them with more finesse and confidence when they are handed over to the sales team as potential and good leads in the form of MQLs.

MQLs can be created effectively if one adopts a few things as follows:

Conclusion:

If you are able to clearly define MQLs and can combine most of the steps mentioned above it is easier to create the required MQLs at the right time. Different companies have different strategies; however the best is to use a combination and use comprehensive techniques rather than sticking to just one technique if you want better results.