MQL to QSO

[Anonymous]

We're trying to better define our scoring/MQLs. In that effort, I'm wondering what people are seeing on average for MQL to QSO conversion (specifically for B2B companies)?

[Anonymous]

We have one type at 50% MQL to Opportunity conversion while others are lower. There is a graphic posted on this blog post on a definition of lead spectrums: http://technologyadvice.com/blog/marketing/defining-qualified-leads-for-sales-and-marketing/ 

Our 50% conversion type lead is at Level 4 in the above model, without telequal or other verification needed for > level 4. Contact conversion of course drops as you go higher on lead spectrum level but your knowledge goes up so MQL to Opportunity conversion tends to go up. Different companies and lines of business have lead goals at different levels of course. Hope this helps.