If you’re like most in the B2B niche, the way you manage your lead generation system and keep it successful probably hasn’t changed much over the past few years.
In other words, you likely still quality-filter your sales leads by zeroing in on marketing qualified leads (MQLs) and sales qualified leads (SQLs).
However, consumers and the markets they occupy are changing, so many B2B marketers are changing the game by focusing on product qualified leads (PQLs) instead.
What is a Product Qualified Lead
MQLs are leads that have accepted a content offer, interacted with one of your marketing reps, or otherwise identified themselves as a qualified addition to your sales funnel.
SQLs are high-quality leads that have actually free telemarketing leads been moving through your sales funnels and are ready to interact with your sales team.
Product qualified leads (PQLs), on the other hand, are people who have used your product — perhaps via a free trial.
They also exhibit specific characteristics and signals that suggest they are highly likely to eventually convert.
Why Should Your Business Use PQLs
Successful marketing is all about getting through to the most suitable people at the best possible times, preferably right when they’re primed and ready to convert.
Product qualified leads take a lot of the guesswork out of doing that in a number of ways.
To begin with, a PQL is more than just BX Leads qualified to buy a product. They’re highly likely to represent your business’s ideal customer. They’re also:
More likely to actually buy your product.
More likely to convert quickly, requiring less grooming from sales reps.
Less likely to churn once they’ve become a paying customer.