A Sales Qualified Lead (SQL) is a lead who has asked to speak with someone about their options, while a Marketing Qualified Lead (MQL) has indicated they do not yet want to speak with anyone, but would like to receive occasional emails.
Sales Qualified Lead (SQL)
At the end of all of our assessments, there is a question that asks "Are you interested in talking with an expert at {provider-name} about options that might be a good fit for {person}?" We consider this to be the opt-in question, where we consider "Yes" or "Maybe" as an opt-in.
If the user selects "Yes" or "Maybe", they're presented with the opt-in form. If they submit this form, they are considered an SQL.
Marketing Qualified Lead (MQL)
If the user chooses "No, not right now" as their response to the opt-in question, they will then be asked a follow-up question to gauge their feelings about what would be the most suitable option for the person they are completing the assessment for.
After answering the previous question, individuals will be presented with one more question asking if they are interested in receiving periodic emails about community options. If they answer with a "Yes" and provide their email address, they will be categorized as an MQL.
If you have connected a CRM with Roobrik, MQLs are not forwarded because these leads have indicated that they are not yet prepared to engage with a sales representative. They prefer to receive emails only at this stage.
Whether they convert as an MQL or they don't convert at all, they will be presented with the SQL opt-in form again on their results dashboard. If they decide to fill out and submit that form at that time, they will convert as an SQL. This conversion will then trigger a lead notification email and create a post in your CRM system (if integration is present).
