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HQL Leads

A Highly Qualified Lead is a lead that fulfills the service level agreement (SLA) between marketing and sales – a lead that meets:

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  • The ICP Persona requirements, and

  • Has shown some level of interest in learning more about your company and offerings, and

  • Has answered some basic qualifying questions, and 

  • Expressed an interest in talking to one of your sales executives.

HQL's are generated in the same way as MQLs, using one or more of the following techniques:

  • Content syndication

  • Outbound content promotion by phone or email

  • Outbound Sales Development

  • Inbound marketing

  • Website chat

  • Event Leads

Green Leads leverages all of the above techniques to generate HQLs. We then ask 3-5 qualifying questions typically around installed base, active initiatives, business issues to solve, or urgency to find a solution.

Our data team then performs the following Q/A to the lead:

  • Phone validation

  • Email deliverability

  • LinkedIn profile URLs (optional)

HQLs are ideal for feeding an internal sales development team, and an economical alternative to appointment setting (SQLs) or account based targeting (ABT).

Note that a Permission to Call lead is not a scheduled appointment. It is simply an opt-in to the question "do you mind if one of our sales executives reaches out to discuss further?" It is a softer commitment than a booked appointment, but allows you to economically gain prospects willing to engage further.

 

Want BANT leads? BANT is Dead - read our blog article on why asking BANT qualifying questions is costing you revenue!

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