This is when the MQL has been vetted, qualified, and gauged for inside sales readiness. Which means the prospect has shown a clear interest in receiving a call back from an inside sales rep.
This indicates that the lead is ready to be moved into the next stage of the sales process. At this stage, quick response to queries is critical, and a constant dialogue needs to be maintained. The communication between marketing & sales teams is crucial, and it is also important not to share repetitive information treating the lead as if they have no prior knowledge of your products and services, instead the story that has been built so far (via marketing) needs to continue within sales: the ideal approach is that of problem solving. This way the final deal is a natural partnership which seems like the organic outcome of the journey rather than a “sale”.
Unbound can work with your business to define the parameters which would qualify a lead to be moved from MQL to CBL, and then we act as your extended sales team to process your MQLs and convert them to CBL; this ensures that the leads fed into your sales funnel have the highest scores when it comes to potential conversion. These are leads that are ready to be contacted by phone and have demonstrated a clear intent to learn more about your offering. These leads are engaged at least twice with your marketing content and can be further contacted to setup the appointments.