Recognize the anti-patterns that distort MQL, scoring, and velocity reviews.
Anti-pattern: Celebrating MQL growth without checking MQL-to-SQL conversion You may be praising stage inflation, not better demand generation. Raw count can rise while handoff quality falls. Always pair top-of-funnel growth with acceptance or conversion quality. Review reflex versus review move Which conversation is healthier? A channel deserves praise when it improves movement to revenue, not just stage entries. “The score went up, so the lead must be better.” Someone assumes more points automatically means more quality. Your line Only if the added points came from signals that actually predict fit or timing. A higher number built on cheap activity is…
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