There is no ‘correct’ definition of a Marketing Qualified Lead (MQL). For your business, negotiation and alignment between Sales and Marketing is key. Together, you need to negotiate how qualified the leads need to be before Marketing hands the leads over to Sales. In other words, at what stage sales takes over. All the way through the funnel, there’s a trade-off between quantity and quality.
In this video, Hugh gives some key points on what an MQL really is and how to frame this negotiation.