4. The Inside Sales will follow-up, the Marketers, need to keep nurturing until a Discovery meeting schedule. Once a Discovery Meeting (First meeting) occurred, the Contact and the buying group on the account will convert to MQL (Marketing Qualified Lead).

Note: In most cases, this is the stage the Lead forward from Marketing to sales; however, Marketing Team, Hold Up! You still have work to do, to declare this as a success.

5. In this stage the sales team initiates the nurturing process with the Contact and the buying group, upon the request of a proposal by the Contact (s) the Lead will be converted to SQL (Sales Qualified Leads).

Note: In this point, the nurturing process is crucial and have to sync between the marketing and sales with the messages, scripts and the key values.

6. For some sales managers, this stage (SQL) will be the last stage up to the closing, hence, there is another (at least one) step- CQL (Closing Qualified Lead), the stage in which requires a negotiation skills, extending the trust, and take the relationship to the next level.

Note: Changes of the leads between the SQL into the CQL, will provide your team to assessments if your client is back off the deal due to the Proposal structure, pricing, or other variables in which are relevant only in-between the stages.