How to Expose the Best Leads to Your Sales Team

较少的领导者实际上可以为您的业务产生更多的收入。这听起来很疯狂，对吗？对于许多企业来说，营销负责generating as many leads as possible为了销售销售给越来越多的客户。

因此，如果您要削减送给销售的领导者的数量，那么您可能会认为销售将无法销售尽可能多的交易。但是什么营销人员未能意识到，发送越来越多的导致销售实际上可以制造它们less富有成效。

获取Hubspot的免费CRM软件在此处您需要bob电竞官方下载对准营销和销售所需的工具。

A portion of the leads marketers generate are usually either not yet ready for a sale or not a great fit for the product. And it takes time for your sales team to sort through this junk in order to identify the金块（又名潜在销售）。当你增加销售的引导营销数量时，你会增加金块和垃圾的数量，你实际上可以使销售更加富有成效，因为它将更多的时间来确定实际成熟的引线一笔销售。

什么是营销合格的领导？

Implementing a营销合格的领导(MQL) strategy can help improve the efficiency and productivity of your Sales organization by feeding them fewer, higher quality leads. An MQL is a lead that is more likely to become a customer compared to other leads based on their activity before converting. As a marketing organization, if you only serve up the MQLs, then Sales spends less time searching for those MQLs in their typical process and more time selling to the golden nuggets you supply, thus closing more deals.

如何为您的业务定义MQL

一家公司的MQL可能与另一家bob全站app公司的MQL完全不同。做自己的内部很重要analysis of your leads and customers创建您的业务'MQL的定义。以下是如何开始为您的业务定义MQL。

第1步：分析数据

定义MQL的第一步是挖掘数据。首先创建所有的列表activities a lead can completebefore becoming a customer, such as requesting a demo or a trial of your product, visiting certain pages of your website, or downloading certain pieces of content. When analyzing these activities, you want to look for items with the highest close rates.闭环营销分析真的有助于为你做这个复杂的分析！例如，如果您正在查看要求审判的领先优势率，您将希望采取所有领导者进行审判并成为客户，除以审判的总线总数。这将为试用活动提供密切率。

第2步：比较关闭率，并确定阈值

一旦确定转换事件的所有关闭率，将它们相互比较。此时，您将希望专注于最高速率的最高活动。从这里，尝试眼球一个阈值关闭率，将男人与男孩分开。您的大部分关闭率可能接近1％，但可能有3-5个更接近5％。这些顶级事件将定义您的MQL。转换这些事件之一的每个领先优势现在都符合您的业务的MQL。

Step 3: Implement Your MQL strategy

Once you’ve determined what an MQL looks like for your company, then you can start to analyze the volume of leads that complete these MQL activities. If the volume of MQLs is sustainable for the number of sales reps in your organization, then only deliver those leads to Sales. They should be able to关闭这些领导者更多交易而不是整个铅流量。

If you don’t think your lead volume of MQLs is able to support your entire Sales team, then it’s time to start focusing on how you, as a marketer, can start generating more MQLs. To do this, try incorporating morecalls-to-actionon your website and in your content that direct leads to your high-converting events, or make it easier for leads to navigate to the high converting pages of your website. While you do this, you should find ways to highlight these MQLs for your sales team. It’s important to communicate that these leads close at a higher rate and should be worked before any other type of lead. Even if you can’t feed your sales team only MQLs, helping them prioritize and focus on these types of leads will improve your company’s bottom line.

Have you implemented a MQL strategy for your business? What results have you experienced?