Why Your MQL Definition Is Lying to Your Pipeline
Why Your MQL Definition Is Lying to Your Pipeline
Business Models: Software, Service
Stage 01: Lead Acquisition
Marketing hits the MQL target every quarter. Sales rejects half of them. Both sides are technically right, and the argument never resolves. This episode looks at why Marketing and Sales are usually working from two different definitions of a qualified lead that were never reconciled. Why the disagreement resurfaces every quarter as a scoring dispute and where the resulting cost actually lands.
