what's a best practice for passing from MQL to SAL. In my organisation I have an MQL as a Lead which has scored high enough in Marketo - this pushes it as a Lead to Salesforce, it is then worked by the Inside Sales team (who are employed by Marketing) and once they find a deal is there, they switch it to a SAL. BUt are there some general thoughts on what we should deem necessary for a salesrep to accept the lead and agree to work it.
In our instance we do the first part pretty similar to you. We developed a lead score system and certain demographic and behavior actions pushes that score higher and higher until the lead reaches our set point threshold. We have put in place instant qualifiers that are deemed immediate MQL's that are pushed to the sales team to be SAL. For individuals that reach the MQL status by way of points we have set up a transition workflow in the back-end that ensures our leads are being handed off correctly. It looks something like the below:
I will say also that we have established biweekly Sales & Marketing meetings to review the current state of our funnel and specifically discuss the leads that are hovering on the 30 day threshold. Good communication throughout the process helps to make sure each department feels they have a say in the sales cycle.