7 Sales Qualified Leads Tactics To Know in 2023

7 Sales Qualified Leads Tactics You Must Know in 2023


Are you looking to take your business to new heights in 2023?

Don’t worry; you’re not alone.

I understand that generating high-quality SQLs is crucial to your job as a business owner or marketer. Still, with changing times and evolving market trends, knowing what sales-qualified leads tactics will work best can be challenging.

In 2022, lead generation was established as the foundation of most organizations’ growth strategies, with a reported 50% of marketers’ emphasis on lead generation, making it a top priority.

To stay ahead in 2023, you must know the best sales-qualified leads tactics to ensure that your SQLs are high quality and more likely to convert.

In this blog post, we’ll explore 7 sales-qualified leads tactics you must know in 2023.

In today’s fast-paced and ever-changing business world, lead generation is crucial to any successful marketing strategy. And while traditional methods like cold calling and email outreach are still important, there are some unique and new ideas you should consider to take your lead generation to the next level in 2023.

These tactics will help you generate more SQLs and increase the likelihood of converting them into paying customers.

So, get ready to take your business to new heights in 2023 with these essential sales-qualified lead tactics. Let’s dive in and discover how you can generate more high-quality SQLs and achieve tremendous success!

Are you ready to take off?

Understanding SQL

When it comes to lead generation strategies, it’s crucial to understand the difference between a marketing-qualified lead (MQL) and a sales-qualified lead (SQL).

Difference between SQL and MQL

Source: Hubspot

A Marketing Qualified Lead (MQL) is a lead that has shown interest in a company’s products or services based on their marketing efforts. MQLs are typically early-stage leads who may not be ready to buy yet but have shown some level of interest.

On the other hand, a Sales Qualified Lead (SQL) is a lead that has been deemed ready for sales engagement by the sales team. SQLs have typically gone through a more in-depth qualification process, and the sales team has determined that they are more likely to become a customer.


That’s why it’s essential to focus on generating high-quality leads that have a higher likelihood of converting into paying customers. These high-quality leads are known as sales-qualified leads (SQLs).

For example, let’s say you are a software company providing small business project management tools. Someone who visits your website and downloads a free trial of your software is a lead.

However, if that person uses the software extensively, interacts with your customer support team, and provides information about their company’s needs and budget, they would likely be considered an SQL.

By focusing on sales-qualified leads tactics, businesses can ensure that they are pursuing leads that are most likely to convert into paying customers, ultimately improving their ROI and sales performance.

So, have you implemented sales-qualified leads tactics in your lead generation strategy? How can you focus on generating high-quality leads instead of just increasing your quantity of leads?

Let’s study something more about it.

7 Sales-Qualified Leads Tactics to Use In 2023

As I have already mentioned above, the traditional old sales-qualified lead tactics are known to all and have been used by almost all the marketers. But, how about giving you some unique tactics that will be a cherry on top for you?

Sounds cool, isn’t it?

So, let’s dive in and explore seven innovative strategies and tips to use in 2023 that can help you generate high-quality leads and grow your business. These ideas are in addition to the more traditional lead-generation methods you may already use.

1. Ideal Customer Profile (ICP)

 Defining an Ideal Customer Profile

Source: Smarketers

Have you ever felt like you’re casting a wide net regarding sales and marketing efforts but not seeing the results you want?

It’s a common issue that can be addressed by creating an Ideal Customer Profile (ICP).

An ICP is a detailed description of your ideal customer, including their demographics, psychographics, pain points, and preferences.

By creating an ICP and focusing on sales-qualified leads tactics, you can tailor your sales and marketing efforts to a specific target audience, increasing the chances of generating high-quality SQLs.


To create an ICP, start by analyzing your existing customer base and identifying common traits among your best customers.

Look at factors like age, gender, income, job title, industry, interests, and pain points.

For example, if you sell fitness equipment, your best customers might be active adults in their 30s and 40s who are interested in health and wellness, have a high income, and live in urban areas.

But don’t stop there.

Once you’ve identified your ICP, gather data and adjust your approach. Ask your customers or your sales team open-ended questions, such as “What made you interested in our product or service?” or “What are the biggest challenges you face regarding fitness equipment?”.

These questions will help you better understand your customers and refine your ICP accordingly.

Implementing sales-qualified leads tactics involves vetting leads based on their level of interest and engagement with your business. This helps you focus on leads that are most likely to convert into paying customers, saving you time and resources.

According to a study by HubSpot, companies with a well-defined ICP and sales-qualified leads tactics are 2.4 times more likely to exceed revenue goals than those without one.

So, if you want to generate more high-quality SQLs and boost your sales, creating an ICP and implementing sales-qualified leads tactics should be a top priority.

2. Offer Free Trials

When it comes to generating high-quality SQLs, offering a free trial is a great strategy to consider.

By providing potential customers with a low-risk way to test your product or service, you can attract those who are genuinely interested in what you have to offer.

This can help you weed out those who are just browsing or not the right fit for your business, leading to a higher percentage of sales-qualified leads.

According to a survey by HubSpot, offering a free trial can increase conversion rates by up to 25%.

And if you think about it, it makes sense. When potential customers can test out your product or service and see its value, they’re more likely to feel confident in their purchase decision.

But as I mentioned earlier, offering a free trial does come with some risks.

A free trial could result in negative reviews and harm your brand reputation if it doesn’t. It’s essential to ensure that your offering is of high quality and meets the needs of your target audience.

To ensure your free trial is successful, consider setting clear expectations and guidelines for your potential customers.

For example, let’s say you offer a software tool for managing social media accounts. You could offer a 14-day free trial for anyone who signs up, giving them access to all the features of your instrument. This allows potential customers to see how your software can help them manage their social media presence and decide if it’s worth the investment.

By implementing a free trial as part of your lead generation strategy and focusing on sales-qualified leads tactics, you can increase your chances of generating high-quality SQLs and ultimately boost your sales performance.

So, have you considered offering a free trial for your product or service? How can you make sure that it’s tailored to your target audience and meets their needs?

3. Redefining Sales Language

Have you ever encountered outdated marketing language that doesn’t resonate with you?

If so, you’re not alone.

Consumers today are savvy and sophisticated, and generic sales pitches are not an effective way to generate sales-qualified leads.

That’s why it’s essential to redefine the sales language you use in your marketing and lead-generation tactics.

One effective method for generating leads is building an email list. However, simply asking people to “sign up” for your newsletter or mailing list may not be as effective as it once was.

Instead, try using language that speaks directly to your potential customers and makes them feel part of something special.

For example, you could use phrases like “Join our community of 10,000+ like-minded individuals” to convey a sense of belonging and social connection. This approach can help you generate more high-quality leads for your business.

According to a survey by HubSpot, personalized calls-to-action perform 202% better than generic ones.

So, take a look at the language you’re currently using in your marketing materials and consider how you can make it more effective. Ask yourself questions like “What values does my target audience hold?” and “How can I make them feel like they’re part of something bigger?”

By redefining your sales language and tailoring it to your audience, you can attract more potential customers and generate more sales-qualified leads for your business.

4. Integrate Marketing with a Capable CRM Platform

CRM Integration Checklist

Source: SelectHub

Integrating your marketing efforts with a powerful CRM platform can take your business to the next level.


A CRM, or customer relationship management system, is a software that helps businesses manage interactions with their customers and prospects. It allows you to track customer data and activity, automate marketing campaigns, and analyze customer behavior to make informed decisions.

With a CRM platform, you can streamline your marketing efforts by automating tasks such as lead generation, email marketing, and social media advertising.

For your easy understanding, I have also added an image with the checklist options required while integrating CRM.

By doing so, you can focus on building meaningful relationships with your customers and delivering a personalized experience that keeps them coming back.

For example, let’s say you run an online store that sells eco-friendly products. With a CRM platform, you can track customer data such as their interests, purchase history, and communication preferences. Based on this data, you can create targeted email campaigns that offer personalized product recommendations and promotions to each customer.

According to a study by Nucleus Research, businesses that use a CRM platform can expect to see an average return on investment (ROI) of $8.71 for every dollar spent.

That’s because a CRM platform can help you save time, increase efficiency, and improve customer satisfaction.

So, if you’re looking to generate more effective results, integrating your marketing activities with a capable CRM platform can be one of a highly effective sales qualified leads tactics.

But don’t just take my word for it. What are your thoughts on using a CRM platform to improve your marketing efforts? Have you tried it before, and if so, what were the results?

Read also: https://valasys.com/crm-automation-a-look-into-ai-in-lead-generation/

5. Leverage SEO to Pre-Qualify Leads

Tips for leveraging SEO in SQL generation

Source: fluentCRM

Have you ever searched for something on Google and clicked on a website that didn’t actually have what you were looking for?

It can be frustrating and a waste of time.

That’s where SEO comes in.

SEO, or search engine optimization, is the practice of optimizing your website so that it ranks higher in search engine results pages (SERPs). By doing this, you can attract more traffic to your website, but more importantly, you can attract the right traffic – people who are already interested in what you have to offer.


Well, when someone searches for something related to your product or service and lands on your website, that person is already pre-qualified as a potential lead. They are actively seeking information or a solution, and if your website provides what they’re looking for, they are more likely to convert into a customer.

For example, let’s say you sell vegan protein powder. By optimizing your website for keywords like “vegan protein powder” or “plant-based protein powder,” you can attract people who are specifically looking for that type of product. These people are already interested in vegan protein powder, so they are more likely to be interested in what you have to offer.

You can go through a few tips for leveraging SEO while generating SQLs by going through the above image.

But SEO isn’t just about keywords. It’s also about creating high-quality content that answers your potential customers’ questions and provides value. By doing this, you can establish your website as a trusted authority in your industry, which can further pre-qualify your leads.

According to a study by HubSpot, companies that blog regularly generate 126% more leads than those that don’t.

This is because blogging can attract potential customers who are searching for information related to your product or service. By providing valuable content on your blog, you can pre-qualify those leads and move them further down the sales funnel.

So, if you’re looking to generate more SQLs, consider incorporating SEO into your sales-qualified leads tactics. By optimizing your website for the right keywords and providing high-quality content, you can pre-qualify potential customers and attract more of the right traffic to your website.

Read also: https://valasys.com/a-thorough-guide-to-intent-data-marketing-2023/

6. Create An “Opt-in” Box

How to Create an Optin Feature Box

Source: OptinMonster

Have you ever faced the issue of struggling for generating required number of leads for your business?

An effective sales-qualified leads tactics is by creating an “opt-in box” on your website.

An opt-in box is a form that allows visitors to enter their contact information, such as their name and email address, in exchange for something of value, like an e-book, webinar, or newsletter.

By offering something valuable to your visitors, you can entice them to opt-in and become a lead for your business.

The key to a successful opt-in box is to make it appealing and relevant to your target audience.

According to HubSpot, businesses with a website that has 401-1000 web pages get six times more leads than those with 51-100 pages.

You want to offer something that they are interested in and will find valuable.

For example, if you run a cooking blog, you could offer a free recipe e-book in exchange for their email address.

To make your opt-in box stand out, consider using eye-catching colors, clear and concise copy, and a strong call-to-action.

For example, instead of simply saying “Sign up for our newsletter,” try something like “Join our community of foodies and get exclusive recipes and tips sent straight to your inbox!”

Opt-in boxes can be placed on various parts of your website, such as the homepage, blog, or landing pages. They can also be integrated into social media platforms and email marketing campaigns.

Also, Opt-Ins are becoming increasingly mandatory for various GDPR and CCPA guidelines to ensure data protection.

So, start creating your opt-in box today and see how it can help you grow your business.

7. Automate Prospecting Through Social Media

Have you ever considered automating your prospecting efforts through social media?

It’s a great way to streamline your lead generation process and generate more SQLs for your business.

By automating your social media prospecting, you can save time and resources while still reaching a larger audience.

For example, you can use tools like Hootsuite, Buffer, or Sprout Social to schedule and post content across multiple social media platforms at once.

But it’s not just about posting content.

You can also use social media automation tools to search for and engage with potential leads.

For instance, you can set up alerts for specific keywords or hashtags related to your industry and engage with users who are discussing those topics. You can also use social media advertising platforms to target specific audiences and drive traffic to your website or landing pages.

According to a study by Hubspot, businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads.

Automating your social media prospecting can help you nurture your leads more effectively and move them closer to making a purchase.

But it’s important to remember that social media automation should not replace human interaction entirely. It’s essential to engage with your followers and respond to their comments and messages in a timely manner. This human touch can go a long way in building trust and loyalty with your audience.

So, if you’re looking for a way to generate more SQLs for your business, you definitely need to consider automating your social media prospecting efforts.

Read Also: https://valasys.com/5-things-you-didnt-know-about-outbound-lead-generation/


In conclusion, we hope these seven sales-qualified leads tactics have given you some ideas to take your business to the next level.

Remember, as Willy Wonka said in Roald Dahl’s classic book, “So much time and so little to do. Wait a minute. Strike that. Reverse it.” In other words, there’s always something you can do to improve your lead generation strategy and keep up with the ever-changing digital landscape.

Whether you’re building an ideal customer profile, offering free trials, using CRM, or using social media platforms, the key is to focus on your target audience and offer them personalized experiences that will build trust and credibility.

As you try out these tactics and experiment with what works best for your business, don’t forget to stay curious, stay creative, and most importantly, stay connected with your customers.

As the famous business author, Simon Sinek, said in his book “Start with Why,” the key to successful lead generation is not just about what tactics you use, but why you are using them.

By understanding the deeper motivations behind your target audience’s needs and desires, you can create a more effective and personalized approach as a way of your sales-qualified leads tactics. So, don’t just focus on the tactics themselves, but also the reasons behind them. Keep asking yourself, “Why?” until you uncover the true driving force behind your lead generation strategy.

So, let’s take Willy Wonka and Simon Sinek ‘s words of wisdom and put them into action. Which of these seven tactics are you most excited to try? What other lead generation strategies have worked for you in the past? Let me know!

Also, at Valasys Media, we integrate top-tier data-intelligent services to deliver outstanding client experiences, combining those with an ideal culture of respect and supporting those with an empathic approach.

We are committed to providing our clients with the highest quality of sales-qualified leads (SQLs) solutions. Our top-tier data-intelligent services are designed to help our clients effectively manage their sales funnels, increasing their bottom-line conversions.

With a culture of respect and an empathetic approach, we ensure that our clients receive outstanding customer experiences throughout their journey with us. Our team of experts is dedicated to delivering customized solutions tailored to the unique needs of each client, ensuring maximum success and ROI.

If you’re looking for SQL solutions that will drive your business forward, look no further than Valasys Media. Please contact us today to learn more about how we can help you achieve your sales and revenue goals.

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