DEMAND-GENERATION5 MIN READ
Dialogue: Align Marketing and SDRs on What Counts
Use the Demand Waterfall and scoring logic to align marketing and SDRs on a shared MQL definition.
Evan EV SDR Manager 01 Surface the disagreement 02 Translate it into criteria 03 Leave with a test The tension right after pipeline review One dashboard, two stories Priya says marketing finally hit the MQL target. Evan says his team spent the week rejecting titles with no buying authority and accounts outside the core segment. If they leave with the same vague labels, next month will repeat this month. 410 MQLs reported 44% rejected before first meeting
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