B2B Lead Generation and Qualification
Transform your contacts into qualified opportunities. Score, prioritize and pass the right leads to the right sales reps.
The Lead Journey
From simple contact to sales opportunity: the qualification stages.
Contact
Prospect identified in the database
Engaged
Has interacted with your content
MQL
Qualified by marketing
SQL
Validated by sales
Opportunity
Under negotiation
Lead Scoring and Prioritization
Automatically assign scores to your prospects to identify high-potential leads.
Demographic Criteria
- Decision-maker role (CEO, CMO, Dir.)+30
- Company in ICP+25
- Target industry+20
- Adequate company size+15
- Target geographic zone+10
Behavioral Criteria
- Positive email response+50
- Demo request+100
- Pricing page visit+30
- Resource download+20
- Email open (x3)+10
Inbound and Outbound Centralization
A unified view of all your leads, regardless of their source.
Outbound
Leads generated by your prospecting campaigns
Inbound
Leads from website, content, SEO
Events
Leads collected at trade shows, webinars
Partners
Leads brought by your network
Marketing and Sales Alignment
Streamline lead handoff between marketing and sales teams.
Common Definition
Qualification criteria shared between marketing and sales
Feedback Loop
Sales reps report on the quality of leads received
Adjusted Scoring
Criteria evolve based on field feedback
Defined SLAs
Clear processing and requalification deadlines
Frequently Asked Questions
What's the difference between MQL and SQL?
An MQL (Marketing Qualified Lead) has shown interest through marketing actions (download, webinar). An SQL (Sales Qualified Lead) has been validated by the sales team as having real purchase potential (budget, need, timing).
How to set up effective lead scoring?
Combine demographic criteria (position, company, industry) and behavioral criteria (opens, clicks, site visits, responses). Assign points to each action and define qualification thresholds.
How to align marketing and sales on qualification?
Define together the qualification criteria, scoring thresholds and MQL → SQL handoff process. Set up regular feedback to adjust criteria based on results.
Ready to transform your contacts into customers?
Set up an effective qualification process with Akidel.