Ken Gray - Senior Digital Experience Strategist
30 May 2022
A marketing-qualified lead (MQL) is a potential customer that has been pre-screened by the marketing team or marketing system and satisfies company-specific criteria determined to be necessary for the sales team to perform their role in closing a deal.
Not every lead is worth pursuing and some may even be competitors. Asking questions to understand the prospect better will help you save time and money by not pursuing a lead that isn’t in a position to invest in your product or service.
In closing, by pre-screening or qualifying your leads you create efficiencies that positively impact the bottom line. You get to work with the customers that are the best fit for your organization, and your customers get the best service because you are operating in your “sweet spot”. It’s a win/win.
Ken is a two-time Sitecore Strategy MVP (2019-2020) who has been working with the Sitecore platform for more than eight years. He has over 20 years of experience in business analysis, software development, content management, marketing, and digital strategy.
Ken’s passion for data-backed marketing and personalization along with his coaching and training abilities, aids Konabos in helping dozens of Content Authors and Sitecore Marketers improve their productivity and knowledge of Sitecore; thus maximizing each client’s Sitecore investment.
In short, Ken makes the complex toolset of Sitecore, simple.