What criteria is typically used to define a qualified lead in the sales funnel?
What criteria is typically used to define a qualified lead in the sales funnel?
In demand creation and demand management, the criteria typically used to define a qualified lead in the sales funnel, based on a U.S. online survey conducted in the Q4 of 2012, was:
- 36% of respondents stated that “Budget, Authority, Need & Timeframe (BANT)” was the criteria used to determine a marketing qualified lead (MQL)
- while 16% stated noted that a “Clear needed stated for the product or service” was the MQL criteria used
- 14% communicated that “Authority to make a purchasing decision” was the marketing qualified lead criteria used to identify a marketing qualified lead in the sales funnel
- 12% used the criteria of “Willingness to consider, evaluate or demo a product or service”
- 11% stated that “Willingness to accept a phone or in-person appointment” is the criteria to confirm a marketing qualified lead
- 7% reported that “Having a budget allocated for this type of product or service” was sufficient to signify an MQL
- And, 4% noted that if the “Decision making time frame matches the average sales cycle” that a marketing qualified lead existed in the sales funnel
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