Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Defining Leads for Marketing & Sales

MOL: Marketing Outbound Lead, i.e. marketing has reached out to the contact typically using content. (Some marketeers call this an MCP or Marketing Contacted Lead but MCL is also used for Marketing Captured Lead).
MCP: Marketing Captured Lead or a lead that is captured from "something" the prospect has filled in, such as a form, or email address.
MEL: Marketing Engaged Lead, i.e. the prospect is on the marketing content "hopper". (Like a Marketing "Nurtured" Lead or MNL).
MQL: Marketing Qualified Lead. Marketing has applied some level of qualification to the lead before it is fit to pass to sales., e.g. one key criterion met or scoring.
PQL: Product Qualified Lead, i.e. the prospect has decided to try out the product themselves so they have typically signed in / signed up or are even on a free or trial version. Getting much more common in SaaS.
SQL: Sales Qualified Lead, i.e. the prospect is sales-ready or worth the time of "sales". Sometimes an MQL is passed to Sales and they make it an SQL and other times, Marketing supplies strong SQLs.
SQO: Sales Qualified Opportunity, i.e. Sales has created an opportunity that is now in the active opportunity pipeline. (In Sales Virtual language, it would be 25%.)
Useful Article
(Bear in mind there is not total agreement around terminology!)

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Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Defining Leads for Marketing & Sales

MOL: Marketing Outbound Lead, i.e. marketing has reached out to the contact typically using content. (Some marketeers call this an MCP or Marketing Contacted Lead but MCL is also used for Marketing Captured Lead).
MCP: Marketing Captured Lead or a lead that is captured from "something" the prospect has filled in, such as a form, or email address.
MEL: Marketing Engaged Lead, i.e. the prospect is on the marketing content "hopper". (Like a Marketing "Nurtured" Lead or MNL).
MQL: Marketing Qualified Lead. Marketing has applied some level of qualification to the lead before it is fit to pass to sales., e.g. one key criterion met or scoring.
PQL: Product Qualified Lead, i.e. the prospect has decided to try out the product themselves so they have typically signed in / signed up or are even on a free or trial version. Getting much more common in SaaS.
SQL: Sales Qualified Lead, i.e. the prospect is sales-ready or worth the time of "sales". Sometimes an MQL is passed to Sales and they make it an SQL and other times, Marketing supplies strong SQLs.
SQO: Sales Qualified Opportunity, i.e. Sales has created an opportunity that is now in the active opportunity pipeline. (In Sales Virtual language, it would be 25%.)
Useful Article
(Bear in mind there is not total agreement around terminology!)
Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Defining Leads for Marketing & Sales

MOL: Marketing Outbound Lead, i.e. marketing has reached out to the contact typically using content. (Some marketeers call this an MCP or Marketing Contacted Lead but MCL is also used for Marketing Captured Lead).
MCP: Marketing Captured Lead or a lead that is captured from "something" the prospect has filled in, such as a form, or email address.
MEL: Marketing Engaged Lead, i.e. the prospect is on the marketing content "hopper". (Like a Marketing "Nurtured" Lead or MNL).
MQL: Marketing Qualified Lead. Marketing has applied some level of qualification to the lead before it is fit to pass to sales., e.g. one key criterion met or scoring.
PQL: Product Qualified Lead, i.e. the prospect has decided to try out the product themselves so they have typically signed in / signed up or are even on a free or trial version. Getting much more common in SaaS.
SQL: Sales Qualified Lead, i.e. the prospect is sales-ready or worth the time of "sales". Sometimes an MQL is passed to Sales and they make it an SQL and other times, Marketing supplies strong SQLs.
SQO: Sales Qualified Opportunity, i.e. Sales has created an opportunity that is now in the active opportunity pipeline. (In Sales Virtual language, it would be 25%.)
Useful Article
(Bear in mind there is not total agreement around terminology!)

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.