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Marketing Qualified Leads vs. Sales Qualified Leads: the Reality Gap

Marketing Qualified Leads vs. Sales Qualified Leads: the Reality Gap

There are a lot of acronyms out there used to describe leads. I’ve worked in places that used terminology like HQLs (highly qualified leads), AQLs (automation-qualified leads), TALs (teleprospecting-accepted leads), TQLs (teleprospecting-qualified leads), TGLs (teleprospecting-generated leads), SGLs (sales-generated leads) and SALs (sales-accepted leads). The differences between them boil down to one important factor (how qualified the lead is) and one not-quite-as-important factor (where the lead came from).

By Chris Bucholtz | August 25th, 2015

Replacing the cold call: Driving Results with Marketing Automation and event-based calling

Replacing the cold call: Driving Results with Marketing Automation and event-based calling

(Editor’s note: Doug Erb is the founder of Lanshore and an in-the-trenches marketing automation consultant. He’s seen the way marketing automation can pay off when it’s combined with a little imagination and a well though-out process. Like most sales or marketing technology it doesn’t replace humans in the selling process – it just allows them to do what humans do best better.

By Doug Erb | February 3rd, 2015

Sales and Marketing: the Numbers that Show How They Feel About Each Other

Sales and Marketing: the Numbers that Show How They Feel About Each Other

The stereotypes about the sales and marketing relationship are so well entrenched that both sides almost embrace them, and even laugh about them. Sales is demanding, marketing is flighty; sales is intense, while marketing is creative. When it comes to working together, the two sides clash: Marketing hands leads over to sales, who can’t convert many of them and concludes that marketing is incompetent. Meanwhile, marketing sees sales closing few deals and concludes that the problem is that sales can’t sell.

By Chris Bucholtz | January 23rd, 2015
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