If the sales department is traditionally a strong company, it may be that sales have expanded only by acquiring SQL. Such companies, from their experience so far, tend to prioritize addressing SQL, which is close to the order, and neglect MQL.
However, the recent spread of the Internet has led to an increasing number of companies in BtoB that complete the information gathering process online. It's well job database thought that MQL, who hadn't followed it, decided that it was far from the order, went online for comparison and consideration, and considered introducing other company products.
BtoB's marketing efforts have turned into a mainstream online due to the difficult impact of face-to-face operations in Corona. If you rely solely on SQL as you once did, you can't deny the opportunity loss and the scale of sales is tapered. We need to focus on marketing activities to gain MQL and to respond to acquired MQL.
The marketing department conducts marketing activities with the aim of acquiring potential customers and nurturing them into a SQL that can be handed over to inside sales or sales.