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

Marketing School - Digital Marketing and Online Marketing Tips

Eric Siu and Neil Patel

Business, Marketing, Careers

4.6 • 1.4K Ratings

🗓️ 27 November 2017

⏱️ 7 minutes

🔗️ Recording | iTunes | RSS

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Summary

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. Time-stamped show notes: [00:29] - Today's topic: How to Turn Marketing Qualified Leads Into Sales Qualified Leads [00:39] - MQL or marketing qualified leads are actions that are taken inside your email marketing software or marketing automation software. Such as Drip or Marketo. [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. [01:02] - A sales qualified lead is based on the ideal client profile. [01:11] - How do you turn marketing qualified leads into sales qualified leads. [01:18] - Different behavior triggers can move someone into a sales sequence based on criteria that you set. [01:47] - Ask for a lot of criteria when qualifying a lead. Use a form field and pass it to sales. [02:11] - If sales reps aren't talking to the leads, they are not generating conversions. [02:17] - Once the lead hits the form fields you can schedule them automatically in a call using something like ScheduleOnce. [03:26] - Once a lead comes in we use Clearbit to enrich the leads. We only reach out if they fit a certain criteria. [03:50] - If you want more sales qualified leads have an online chat on your site like Drift. [04:20] - Think about what types of leads are closing based on region. [05:20] - That's it for today! [05:22] - Marketing School is giving away a 90-day FREE trial to Crazy Egg which is a visual analytics tool. [05:27] - Go to SingleGrain.com/giveaway to get your FREE copy. You can also learn how to win a one-year subscription to Crazy Egg. Leave some feedback: What should we talk about next? Please let us know in the comments below. Did you enjoy this episode? If so, please leave a short review. Connect with us: NeilPatel.com Quick Sprout Growth Everywhere Single Grain Twitter @neilpatel Twitter @ericosiu Learn more about your ad choices. Visit megaphone.fm/adchoices See omnystudio.com/listener for privacy information.

Transcript

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0:00.0	Get ready for your daily dose of marketing strategies and tactics from
0:06.8	entrepreneurs with the guile and experience to help you find success in any
0:11.4	marketing capacity. You're listening to marketing school
0:14.5	with your instructors Neil Patel and Eric Sue.
0:19.4	All right guys before we start we got a special message from our sponsor.
0:27.0	If you want to rank higher on Google, you got to look at your page speed time.
0:31.5	The faster your website loads, the better off you are. With
0:34.4	Google's core vital update, that makes it super, super important to optimize your
0:38.5	site for low time. And one easy way to do it is use the host that Eric and I use dream
0:44.5	host so just go to dream host or Google it find it check it out and it's a
0:49.3	great way to improve your load time.
0:51.6	Welcome to another episode of Marketing School.
0:55.0	I'm Eric Sue, and I'm Neil Batoff, and today we're going to talk about how to turn
1:00.0	marketing qualified leads into sales
1:02.5	leads.
1:03.2	So what does that mean exactly?
1:04.5	So when you look at marketing qualified leads or MQLs,
1:09.0	these could be based on certain actions
1:11.1	they've taken inside of your email service provider or your
1:14.0	marketing automation tool, right? So let's say you might be using drip or you might be using
1:18.0	Marquetteo, you might be scoring leads a certain way, right? If they've taken, they visited
1:22.2	five pages on your site, they might have a lead score of 70 out of 100, and that's when you decide it's a marketing qualified lead. But that's decided on the marketing side, right? But a sales qualified lead, this is when a sales person picks it up,
	...

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