Are You Chasing the Wrong Leads? (MQL vs SQL) · Selling Online / Prime Mover

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Are You Chasing the Wrong Leads? (MQL vs SQL)

Not every lead deserves your time. One of the biggest mistakes I see in B2B funnels is treating all leads the same. At the top of the funnel, most are “MQLs” (Marketing Qualified Leads)... interested, curious, but not ready.

Sales should focus on “SQLs” (Sales Qualified Leads)—those who match your ideal client profile and show buying intent. If you're handing every lead to your sales team, no wonder they’re burnt out. Segment, qualify, and prioritize… or your funnel will overflow with the wrong people.

💡 BTW: Lead quality > lead quantity. A tight funnel with the right people converts better than a wide funnel full of noise.

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