A prospective customer that has been researched and vetted — first by an organization’s marketing department and then by its sales team – and is deemed ready for the next stage in the sales process, you can frame it as an upgrade to MQL.
The process for this is approach, it totally depends upon the approach style and the interest ratio of the prospect how to frame it, with the below steps
How much will they be able to use your products to improve their current landscape.
Who, what, and why are they using to currently fulfill the needs that you can. Also, find out why they are looking (if they are) for a replacement.
Is this person the honcho who will pay you, a researcher who is gleaning information, or an influencer who is looking to help?
Find out if the company is ready to switch solutions.
