Customer
SQL
MQL
Lead
Prospect
Evangelist
Opportunity
Marketing
Sales/Marketing
Marketing
Sales/Marketing
Sales
Sales/Marketing
Sales
Contact unaware of our brand nor services
Chosen by a Prospecting team during the Listbuilding phase
A first-time web visitor, looking for a solution to their pain point/educates themself
Cold email, ad, social media clicker, reacts to Linkedin post/message
A returning web visitor who is browsing key pages
Seek information that teaches and educates about the general product you sell
Web visitor who fits BP
Fills out a form, sends email to us
Newsletter subscriber
Signs-up for a webinar
Downloads top-of-funnel content
Contacts from events
Fits BP & ICP
Needs sales-focused content and support
Downloas bottom-of-the-funnel content (gated case study, live demo)
Requests a discovery call
Requests a workshop
SQLs in a negotiations phase
SQL that decides to move forward with the proposal and asks for a quote
Won opportunity
Referral & partner companies