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If you’re like many marketers,<br />
you might wonder how to evaluate<br />
success at this stage.<br />
The only quality metric that can accurately<br />
judge you at this point is the conversion<br />
rate from the MQL stage. By examining the<br />
number of MQLs that turn into SALs, you’ll<br />
understand how on target your efforts<br />
have been. Evaluating the marketingsourced<br />
pipeline is also useful under some<br />
circumstances.<br />
Again, SALs are a process of checks<br />
and balances. By reinforcing targeted<br />
messaging and strengthening sales’ ability<br />
to close, this is a stage of the funnel where<br />
the desired result is possibility.<br />
28 CHAPTER 04 Checks and Balances SALES ACCEPTED LEADS<br />
monstersoffunnel.com
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