But since sales reps are the ones walking

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But since sales reps are the ones walking potential customers down that path, their input is invaluable for defining MQL criteria, too. For example, the eCommerce CRO agency we talked about before may have taken a look at their best existing clients and found that: All of them earn $1 million or more annually They see at least 100,000 website visits per month russian email address list They’re built on mainstream eCommerce platforms like Shopify or BigCommerce Seeing that information among their best clients lets them know they should look for and prioritize leads who also fit into those buckets—because odds are, those leads are a good bet to become new customers.


So the agency can pull those qualifications into their MQL criteria, and now, marketing won’t bother to hand-off leads to sales unless they fulfill those key indicators. mql vs sql 3 Here’s another example: An enterprise software company like Salesforce knows their prices are higher than many smaller firms can afford. So the number of employees a lead has is likely a key attribute they use to define MQLs.




Their marketing team can work together with sales to identify the minimum range for how many employees a lead needs in order to qualify as an MQL. This may seem like a simple fix—and that’s because it is. Marketing teams simply need to work with sales to figure out what criteria is best for defining an MQL. This is rarely going to be a long list.