One MQL = A purchasing group that can only see one MQL
One MQL and One INQ* = Buying group that sees one MQL and one INQ
Four INQs = Purchasing group with visibility to four INQs
(*INQ=Inquiries)
In fact, the third Four INQs are purchasing groups with great business opportunities, but belize phone number resource what we see in the current system is as shown in the figure below. In other words, 1 and 2 look the same, and 3 is invisible. That is why Mr. Cunningham emphasized that we should immediately promote visualization of purchasing groups.
How it looks on the system
By the way, Cunningham calls this symptom of not being able to see hot buying groups "Buying Group Blindness" ( definition below).
Buying Group Blindness: A collection of symptoms – a syndrome – when marketing and sales organizations fail to identify and effectively respond to the group-level signals emitted by their buyers.