SQL (Sales Qualified Lead)
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PPC and SEO MarketingSQL Features (BANT Methodology)
Sales often use the BANT system to understand if the ice is of good quality (SQL): • Budget: The client has money for your product. • Authority: You are communicating with a decision maker (not an intern). • Need: The company actually has a problem that you can solve. • Timeline: The client wants to solve the problem now (or in the near future), not "sometime in a year".
Transfer from Marketing to Sales
The main conflict in any B2B company: Marketing says "We brought you 100 leads" and Sales says "All your leads are garbage, nobody buys". To avoid this, both departments should sign an SLA (agreement), which clearly states: what exactly we consider MQL, and by what criteria an ice becomes SQL.
SQL processing speed
The probability of a successful contact with SQL drops 10 times if the manager calls within an hour of the request, compared to a call within the first 5 minutes.
If SQL arrives at night, the AI bot can instantly pick up the conversation, ask qualifying questions and schedule a meeting (call) with the manager for the morning.
/ FAQ
This means that marketing did not deliver the value (LTV or ROI of the product) at the MQL stage, or the manager did not qualify the Budget criteria well.
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