Looking at the growth rate of the SaaS industry, you’d think that people are more than willing to spend money on software solutions that promise to make their everyday lives (and professional endeavors) easier. Not quite, though. Despite projections forecasting the total SaaS spend to reach $171.9 billion in 2022, most buyers still prefer free solutions. […]
What is a Sales Qualified Lead?
A Sales Qualified Lead (SQL) is a prospective customer who has been successfully nurtured through the customer journey, up to a point where they are ready to convert.
For many B2B SaaS companies, the customer journey has become lengthy, complex, and nonlinear. Leads interact with brands in multiple ways, over multiple channels, and for greater lengths of time before they are ready to purchase.
A “fresh” lead who has just interacted with an organization’s brand for the first time is at a very different place in the customer journey compared to a lead who may have read multiple blog posts, engaged with social posts, or downloaded a dated asset from the organization. Sophisticated sales/marketing teams distinguish between these leads by implementing a lead scoring system and categorizing prospects as early-stage leads, SQL, MQL, or PQL, based on their engagement history with the brand and purchasing intent.
These designations allow integrated sales/marketing teams to deliver personalized customer experiences on a per-lead basis, providing each prospective customer with the messaging and engagement they need to progress through the customer journey.