If you want to report MQLs, please respect the lead lifecycle stages

[Marina_MASSONET]

Dear all,

We have developed with Chloé Sabourin the first report on MQLs to analyze the number of leads qualified by marketing, but we were surprised by the number. It is quite low!

We tried to understand why and finally we reached to the conclusion that the lead lifecycle is not respected.

Why do we say that? because a MQL means a lead passed from the status "Marketing Qualification" to "Sales Handover".

So as an example, if you create a Contact directly in Salesforce and assign it to a sales person, this won't count as a MQL.

So:

• If you, marketer, want to qualify a person/company and want to put it to sales (counted as a MQL), please create a Lead in Salesforce, not a Contact.
  • First of all, search of the person doesn't exist already in Marketo and/or Salesforce by searching by first name, last name, email address, company name...
  • Then, create the lead in Salesforce manually, and input the maximum of information: market, sub-market, company size, potential...
  • Once qualified, change the status to Sales Handover and assign it the the sales person.
• If the lead exists only in Marketo, you have the possibility to push it to your Salesforce marketing queue. For that, ask the Marketo team or Maylys by Skype (it will be quicker).

Marina

[Anonymous]

Dear Marina,

We've a client rep in China. She will do some coldcall and responsible for the incoming lead for further qualification. She hasn't the access of Marketo so she cannot know if the person exists already in Marketo. Could we grant her access for only searching lead in Marketo?

Please suggest. Thanks.

Best,

Elaine