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When an individual becomes an MQL, they will appear in the MQL List View. The Lead Operations Team has two MQL list views, one for new name MQLs and one for contact MQLs. Here you will find individuals Individuals who have scored-up or requested a demo will be found here. We refer to both of these list views as the MQL Queue. Lead Operations creates almost all Stage 0 Marketing Originated Opportunities from the MQL Queue.
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How to handle the MQL Queue?
The MQL Queue should be reviewed is reviewed by the Lead Operations team first thing each workday. MQLs should be are prioritized based on their source detail. Follow the The source detail prioritization list below is followed for both new name and contact MQLs.
Demo Requests: Demo Requests should always be handled and converted to opportunities first.
Tradeshow Hot Leads: These are treated as Demo Requests and should be prioritized as such.
Tradeshow Score-Ups: Warm tradeshow leads should be prioritized after demo requests.
Webinar Live Score-Ups: Webinar Live attendees are to be prioritized next.
On-Demand Webinar Score-Ups: Lastly, on-demand webinar attendees will be prioritized.
After following the prioritization list above, address remaining score-ups will be addressed based on their “MQL Date.” Make sure to work the The MQL queue is prioritized from oldest to most recent MQL date. To do so, sort This is done by sorting the list view by the “MQL Date” column in ascending order. Demo requests should be are handled from oldest “SFDC Demo Request Date” to most recent. To do so, sort This can be done by sorting the list view by the “SFDC Demo Request Date” column in ascending order.
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Before creating Stage 0 opportunities from the MQL queue, leads should be are marked appropriately with a “recycle” or “refer-to-retail” lifecycle status in an attempt to clean out the queue and focus on important MQLs.
The “recycle” lifecycle status is used for:
A B2C title Content Score-up. (Examples: RN, CNA, DSP, etc.)
A Demo Request that comes in with a “Contact Us” message indicating that they are seeking support. (Example: “My team members are having issues logging into Relias.”)
The “refer-to-retail” lifecycle status is used when:
A B2C title requests a demo. (Examples: RN, CNA, DSP, etc.)
A Demo Request comes in with a “Contact Us” message indicating they are going to use Relias for personal learning. (Example: “I need to sign up for continuing education.”)
The “junk” lifecycle status is ONLY used if:
An MQL clearly appears to be a bot completing a Demo Request form. (Example: A lead with the name “dfsdsd sdfsddfs” and a “Contact Us” message that reads “xcvbvvvbfgfggf”)
REMEMBER: The junk lifecycle status will trap a lead. Once an MQL is marked as junk, it cannot re-MQL and return to the MQL queue.
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