Blogs

Companies that take the time and effort to carry out a sales pipeline valuation get a sense of how well they’re performing and are more likely to show increased revenue growth. So it’s definitely worth your while, but how do you measure it?

So, marketing have created some excellent content, they’ve deployed a variety of content strategies through blogs, white papers, landing pages and social media and now they’ve generated a number of marketing qualified leads (MQLs). What happens next?

MQLs are not the same as SQL leads. MQLs are leads that have been generated through specific marketing activity, qualified as being the right fit and have the potential of converting into a customer. So, what is the best way to generate this type of lead and how do you properly qualify them?

Que the bad sales and marketing joke! But what are the key differences between a prospect, an MQL and an SQL?

Sales and marketing are the same but different. Both want to bring in new business however; they are responsible for completely different ends of the sales funnel. Marketing are responsible for the attract phase of the sales funnel. They have to take somebody with no prior knowledge of the business, turn them into a prospect […]

Question: How can I turn an MQL into an SQL? Answer: Teamwork Converting an MQL into an SQL can sometimes feel like a bun fight between marketing and sales. One of the best ways to avoid this is to agree a way of working and formally capture it in a document this is called a […]

In an ideal world every visitor to your website, inbound call or event attendee would be a lead worthy of follow up. However, in the real world you know that leads have to be carefully sifted before you can pass them onto sales.

Wouldn’t it be great if you could produce a certain number of MQLs and you knew that this would automatically result in achieving your revenue targets? If only life was that simple! The ideal MQL to SQL ratio is often debated between sales and marketing and it’s one of those areas where there needs to […]

The Customer Acquisition Barometer published by the Direct Marketing Association in association with The Media Octopus is packed full of insights about how both business-to-consumer (B2C) and business-to-business (B2B) companies acquire their business. These are 12 of the most interesting facts and statistics from the report:

Here at GCL we continually train and develop our team in the key aspects of demand generation. In this blog post we demonstrate what our agents are taught on how to get past even the toughest gatekeeper when calling prospects.