Remove Demand Remove MQL Remove Sales Management
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9 Tips for Improving the Lead to Opportunity Process

The Point

When the sales team needs help boosting pipeline, the request of marketing is usually either: 1) more leads, or 2) better leads, or 3) a combination of the two. However, if demand generation isnt producing the number of opportunities that the company needs, simply ramping up leads at the top of the funnel isnt always the solution.

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Think MQLs Don’t Work? It’s Time to Rethink Your Marketing Approach

Only B2B

MQL is dead. MQLs are little more than surface-level indicators. Unlike general leads, MQLs are more engaged and significantly more likely to convert. Read this blog to discover why MQLs still matter. But does this mean that every lead who engages with your content qualifies as an MQL? What qualifies leads as MQLs?

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Why the MQL model is failing B2B marketing and what to use instead

Martech

For decades, the marketing qualified lead (MQL) has been the centerpiece of B2B go-to-market (GTM) strategies. It has shaped how marketing teams operate, how sales teams prioritize outreach, and how executives measure marketing’s contribution to revenue. However, the MQL no longer fits this purpose. Processing.

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Report: Why Demand Marketers Should Expand their Focus Beyond the Lead

The Point

The MQL is dead. When Account-Based Marketing (ABM) first arrived on the scene, vendors were quick to pronounce traditional, funnel-based marketing obsolete. One fixture of B2B marketing for more than a decade is the lead funnel, brought to prominence by the analysts at SiriusDecisions (now part of Forrester.)

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The Hidden Cost of Your Broken Demand Engine (And Why It’s Not Your Team’s Fault)

markempa

Your sales team is grinding through calls. Here’s something to think about: The real problem isn’t your sales or marketing team’s effort or creativity. It’s the fundamental disconnect between how we generate demand and how modern buyers buy. Not a sales machine. It’s a system problem.

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The Real Cost of Demand Generation (And Why Your Strategy Needs a Reset)

markempa

Your sales team is grinding through calls. Here’s something to consider: The real problem isn’t your sales or marketing team’s effort or creativity. It’s the fundamental disconnect between how we generate demand and how modern buyers buy. Not a sales machine. And it’s not a budget problem.

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Who should own lead generation for a complex sale?

markempa

So, who should own B2B lead generation: sales, marketing or both? Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. Companies don’t typically call what salespeople do “lead generation” or “demand generation.” Now it’s time for sales.