However, just because a lead is transferred to sales doesn’t mean they’ve stopped

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Ensure that the content you’re serving them at this point forward relates to the offering they’re considering purchasing.

Once a meeting does occur, sales need to determine explicitly that the data collected around a prospect’s interest, fit and pain points are accurate and estimate what the deal size could be.

Metrics to measure the impact of SQLs: Measure the conversion list of argentina consumer email rate of MQLs to SQLs, the time taken for this transition, and the effectiveness of lead nurturing campaigns.

Opportunity
An opportunity occurs when there is agreement from both sales and the prospect that the company’s offering is a viable solution for the prospect’s challenge.

Sales will be conducting hyper-personalized outreach with prospects and marketing needs to enable sales with proof that your company’s offering can do everything you’ve said it could up until this point. Case studies and testimonials are particularly useful here because they enable prospects to hear someone outside your company verify how great you are.

Marketing-created sales enablement materials like one-sheeters and FAQs can also be utilized at this stage, and product, service, and client success teams can also be involved in the sales process to help a prospect understand what their partnership with a company will look like once a deal is closed.