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