Are you wasting time on leads that never close? In this episode, Dan Proczko and Brigitte Vegter solve the frustrating Sales vs. Marketing War by giving you a clear, shared definition of a good lead. They expose the "Busy Trap" that fills your calendar with non-buyers and introduce the crucial MQL vs. SQL Framework. Learn to automate your Profit Filter using the 4-point BANT (Budget, Authority, Need, Timing) qualification system, and use a simple diagnostic test to determine if your problem is genuinely poor lead quality (Marketing) or failure to close (Sales). Stop feeling busy and start being profitable.
- The difference between a Marketing Qualified Lead (MQL) and a Sales Qualified Lead (SQL), and why you need both.
- The psychology of the long form: why adding more questions to your contact form can actually hurt sales .
- How to use the BANT criteria (Budget, Authority, Need, Timing) to build an emotional connection and create a compelling "gap" that motivates a client to buy.
- The key metrics (Lead to Close Ratio and Sales Close Ratio) to benchmark your performance and correctly diagnose the problem .
- The WTB Moment of the Week: A win involving an events client and a gift card, and a seamless customer service win from an orthodontist's office.
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Hosts
Daniel Proczko - myPocketMarketing
Brigitte Vegter - Vegter Financial
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