Question

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

Infographic-The-Marketers-Guide-to-B2B-Sales-Criteria-to-Determine-Marketing-Qualified-Lead

View the Full Infographic – the Marketer’s Guide to B2B Sales >>

No comments yet.

Leave a Reply