How to Improve MQL to SQL Conversion
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Generating leads is an integral part of growing your business and revenue. Generally speaking, the more leads you have, the more customers you’ll acquire.
However, just because you have leads occupying your CRM database, it doesn’t necessarily mean they will become a paying customer. We are here to help you turn your Marketing Qualified Leads (MQLs) into Sales Qualified Leads (SQLs) by offering actionable tips to increase your lead conversion rate.
What if the real challenge lies not in converting MQLs into SQLs, but in confronting the disconnect between what we label as “Marketing Qualified Leads” and the true potential of those leads – a gap that may be impacting your sales pipeline and revenue growth?
Many businesses struggle with low conversion rates due to:
- Poor communication between departments
- Weak lead qualification
- Slow response times
- Ineffective lead nurturing
To bridge this gap, our Sales Diagnostics Consultant, Alex Moreau, has uncovered key areas for improvement based on her Sales Audit & Diagnostic findings. Here’s how you can refine your approach and turn more MQLs into SQLs.
What are MQLs and SQLs?
MQLs (Marketing Qualified Leads) are prospects who have shown notable interest in your product or service, via engagement across marketing channels like your website or social media. The prospect’s interest level is based on how they have engaged with your content; whether they followed a call to action (CTA), downloaded marketing content such as eBooks or case studies, or simply visited your website and submitted a request for more information.
SQLs (Sales Qualified Leads) are prospective customers that have been deemed ready for the next stage of the sales process and who have been analysed by both the sales and marketing teams and have been determined to be a good business/product fit. The sales team have determined the prospects are in buying mode and will nurture and develop an opportunity through the sales pipeline until they can be converted into a customer.
It’s estimated that ninety per cent of MQLs don’t end up converting into SQLs. With this in mind, we spoke to our very own Will Matthews (Business Development Manager) and James Middleton (Sales Manager) at durhamlane, to get their top tips on how to increase your marketing-to-sales lead conversion rate.
Act Fast: Reduce Lead Response Time
Time kills deals. Leads contacted within the first 5 minutes are 21 times more likely to convert compared to those reached after 30 minutes.
Never sit on a prospective customer. By following up promptly, you are keeping your brand at the forefront of their mind. If you have noticed a prospect browsing your website or downloading bottom-of-funnel content, take advantage of that time window.
If a prospect enquires, respond right away. It’s been found that seventy per cent of buyers purchase with the first business that responds to their questions.
Our Sales Manager, James, reinforced the importance of time efficiency, stating:
“If you wait two to four days or even weeks to follow up [with a prospect], what happens by that point is they have forgotten, moved on, or it is no longer at the top of their mind. By being quick, you’re more likely to have a good conversation to understand their pain points, and therefore more likely to convert the lead into the next stage of the sale cycle.”
What to do?
- Implement automated workflows to trigger immediate follow-ups.
- Ensure sales teams prioritise hot leads and have SLAs in place for response times.
Dedicated SDRs for conversion
Having Sales Development Representatives (SDRs) who are dedicated to taking qualified leads to completion is crucial for increasing lead conversion. According to CallHippo, thirty per cent of leads never receive a follow-up call from SDRs after initial contact.
Generally speaking, you aren’t going to reach your prospect the first time – or even the fifth. Patience and perseverance are key. The same CallHippo survey found that ninety per cent of salespeople were successful in reaching their leads on the sixth attempt. Six attempts may sound like a lot, but by doing so, you can increase your contact sales by seventy per cent.
Our BDM, Will, backed this up: “The story that we typically hear, is that when a marketing lead comes in, be it direct or indirect, the average sales rep will give up far too quickly instead of trying to connect with that lead. For example, if a lead downloads an eBook and I only contact them once, the likelihood is that I won’t turn that lead into a customer.”
What to do?
- Work in tandem with Marketing.
- Recruit or outsource dedicated SDRs.
Optimise engagement metrics
High engagement signals strong buyer intent. Data shows that email open rates above 30% and reply rates over 10% correlate with higher SQL conversions.
Drip campaigns can boost engagement by 20-30%. According to Mailchimp, the best practice is sending 4 to 10 emails spaced out over 4 days to 2 weeks.
You can:
- Personalise follow-ups based on lead behaviour and past interactions.
- Use targeted email sequences to nurture engagement over time.
Strengthen lead scoring models
Not all MQLs are created equal. Prioritise leads with the highest likelihood of conversion by tracking behavioural intent data like content interaction, website visits, and email engagement.
Make sure to:
- Develop a lead scoring system based on key engagement indicators.
- Regularly review and refine criteria to ensure accuracy in lead qualification.
Get sales and marketing on the same page
Unclear lead qualification criteria result in wasted effort and unfit leads. Conversion rates improve by 35% when sales and marketing teams agree on what makes a lead sales-ready.
Marketo and Reachforce found that eighty per cent of leads generated by marketing are neglected by sales. The consequence of this is that not only does it waste time and budget, but it can also lead to the marketing team feeling as though their effort and creativity have gone to waste. Sales then start to feel frustrated with Marketing, having to generate more outbound leads and wondering why they aren’t being fed a higher volume of sales-ready inbound leads. It’s a vicious cycle!
A must:
- Define lead qualification criteria through joint discussions.
- Conduct regular feedback sessions to refine qualification parameters.
Structure your sales pipeline
A well-managed sales pipeline can increase MQL to SQL conversion by 20%, and companies with structured sales processes have 28% higher win rates.
A couple of tips:
- Define a structured pipeline with clear stages.
- Use CRM analytics to monitor and optimise lead progression.
Improve the lead handover process
A smooth transition from marketing to sales ensures leads are nurtured effectively. CRM integration and detailed lead background sharing significantly enhance the handover process.
What to do:
- Implement a standardised lead handover process, including detailed notes on past interactions and engagement history.
- Ensure both teams have real-time access to lead data through CRM integration.
Have professional persistence
One of our sales mantras at durhamlane is ‘Professional Persistence’ – persistence being the operative word.
Gartner found that on average, it takes eighteen cold calls to get through to a buyer. Most salespeople resign after around three to four calls, which is a huge gap. If reaching the prospect by phone isn’t working, rather than giving up, you can utilise other channels such as email and LinkedIn.
Timing also plays a major role in connecting with your prospects. Research suggests that 11 am is an ideal time to touch base with a B2B buyer, as they could likely be wrapping up their tasks in time for lunch. However, the optimal contact time can vary depending on your businesss and audience. Our B2B call connection rates vary for low versus high intent segments, and by removing bad data and prioritising high-intent prospects, we’ve lifted overall connection rates from 7% to 10%.
What to do:
- Focus on high quality data audited by intent.
- Use leading sales technology to help boost call connection rates.
- Bring in external SDR support to rebalance efforts.
Use content to nurture
Hard selling puts prospects off. Instead, customer success stories, case studies, and educational content can increase conversions by 25%.
Actions to follow:
- Develop content that addresses common pain points and industry challenges.
- Leverage case studies to demonstrate tangible value to prospects.
Make data work for you: Leverage CRM
High-performing teams use CRM data to personalise outreach and prioritise high-intent leads. durhamlane Head of Sales, James, broke down the differentiation between a Marketing Qualified Lead and a Marketing Qualified Account:
“For effective demand generation, especially selling to an enterprise, you need to think more about the account that you are selling to, not the person. When an MQL is generated, that person might not [on paper] be your target buyer persona or the decision-maker.
For example, a Marketing Assistant may download some content to learn more about your product or service, but they may be researching on behalf of a Senior Marketing Manager or CMO. Think of this as a smoke signal; even if it’s the wrong person, it is potentially an indication that something is happening within that company that could demonstrate buying intent. So yes, follow up with that person, as there could be five other people in the decision-making unit that this content is being shared with internally. The more people you can speak to, the more you can build a bigger case.”
To keep it simple, an MQL is often a singular person with whom you are trying to engage. An MQA is a company, business unit, or group of target buyers within a company that you want to work with. By engaging with employees on all levels, you will gain a deeper understanding of the company’s pain points and gather more insights that will then help you to increase your lead conversion.
What you can do:
- Use CRM analytics to track lead behaviour and identify the most engaged prospects.
- Integrate AI-driven insights to optimise outreach timing and messaging.
- Leverage your content strategy to tailor content specifically to your Ideal Customer Profile (ICP) and their journey, combined with smart rules to show the perfect content at the perfect time.
Looking to increase MQL to SQL conversion?
Converting MQLs into SQLs isn’t about luck – it’s about speed, precision, and data-driven strategy (achieved by both marketing and sales working together). By improving lead response times, refining lead qualification, and leveraging CRM insights, businesses can increase their conversion rates and drive sustainable revenue growth.
We have demonstrated this at durhamlane by helping our clients sell differently for over a decade with incredible results. Our approach builds a tailored strategy to drive your business forward, generating qualified opportunities to ensure lead conversion rates are maximised, and only best-fit leads are pursued.
Let’s talk about how you can transform your lead conversion strategy.
