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Enhance Conversion Rates From MQL to Closed-Won Success

Did you know? if your marketing efforts arenu2019t aligned with the sales team, then get prepared for a substantial revenue decline.<br><br>

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Enhance Conversion Rates From MQL to Closed-Won Success

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  1. Enhance Conversion Rates: From MQL to Closed-Won Success By Akash Bhagwat Did you know? if your marketing efforts aren’t aligned with the sales team, then get prepared for a substantial revenue decline From a Marketing Qualified Lead (MQL) to a closed-won deal is often a long road with a lot of heat and obstacles. From leads to conversion is a long hassle but yes, it is the core business, and one can’t just avoid the struggle. So, how do you face it? Well, the answer lies in the alignment of MQL’s and the sales operations and how do you get to begin doing it? Let's start with... Understanding the MQL to Closed-Won Journey Strategies must be well understood before diving into it, what makes an MQL and the steps involved in turning these leads into closed-won deals.

  2. •Marketing Qualified Lead (MQL): When any of the prospects comes into your way via any of your marketing channels, but they have not yet talked with any of your sales representatives, then those prospects are called MQLs. •Sales Qualified Lead (SQL): Hot leads or warm leads, whatever are in the hands of sales team with the high potential of conversion are nothing but the SQLs. •Closed-Won Deal: The point where you have won a deal and converted a lead into someone who pays for the product/service. Strategy 1: Aligning Marketing and Sales Teams Companies with strong sales and marketing alignment experience a 20% annual growth rate compared to companies which lack this alignment resulting in a four percent decline of revenues per annum according to HubSpot’s report. •Shared Goals and KPIs: Every department should have shared goals between each other and understand what matters most to their counterparts as far as KPIs are concerned. Holding regular meetings while providing collaboration platforms can foster this kind of integration among teams. • Feedback Loops: Creating feedback loops where marketing can adjust strategies based on quality of leads informed by sales reps.

  3. Strategy 2: Using Personalized Content to Nurture Leads When you interact well with the prospect with the right content, it surely helps you get your hands up to convert that lead. Buyers viewed 3-5 contents before approaching a sales rep, according to OnlyB2B that is 47%. •Segmentation: Divide your leads into different groups based on their habits, sociographics and demographis and provide customized messages. •Automated Workflows: Use marketing automation tools so as to send personalized emails and contents at the right time that will keep the leads interested and progress them through the funnel. Strategy 3: Data Analytics It provides near to flawless insight into lead behaviors and preferences, allowing you to make favorable decisions.

  4. •Lead Scoring: It gives give you right indication about prospects likelihood of conversion purely based on their engagement level. With this you can easily evaluate SQL’s out of MQL’s. •Behavioral Analysis: Using analytics to track lead interaction with your website, emails and other content assets really helps you track leads to nurture. Strategy 4: Implementing Account-Based Marketing (ABM) Rather than bombarding your campaign abruptly on the audiences, just focus on high- value accounts and that is account-based marketing. According to Rollworks, 87% of marketers say ABM is the only strategy with which they’ve generated maximum revenue. •Targeted Campaigns: Set a campaign live which is relevant and targeted to a specific account only. That's how you develop a personal relation with the prospect. •Sales and Marketing Collaboration: ABM requires close collaboration between sales and marketing teams so that they can be able to identify target accounts and tailor strategies accordingly. Strategy 5: Enhancing Lead Qualification Processes You just can’t through whatever leads you get to the sales team to nurture, only the high- quality leads should be given to them. Over 61% of B2B marketers sends leads directly to the sales team, but out of which only 27% of them are qualified. •Qualifying Criteria: When you clear a criterion for MQLs and SQLs it makes your path clear for nurturing the lead. •Sales Involvement: Involve sales in the qualification process so as to give insights on what constitutes a high-quality lead. In Conclusion, Though complex, businesses can greatly improve their conversion rates from MQL to closed-won deals with the right strategies. Companies can achieve better and more efficient movement of clients from MQL to closed-won through aligning marketing and sales, nurturing leads with personalized contents, data analytics, ABM and refining lead qualification processes. Combined with data behind them, these strategies offer a great foundation for any business that wants to improve its conversion rates and drive revenue growth. These tried-

  5. and-true tactics will be crucial in keeping pace with the rapidly changing B2B Industry. Connect with us at Vereigen Media now to get a more insightful view on lead generation.

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