Sort: MQL, SQL, or Opportunity?
Distinguish what belongs in MQL, SQL, and opportunity-stage criteria.
Sort each criterion into the stage where it belongs most often. MQL criterion SQL criterion Opportunity criterion ICP-fit account plus strong intent signal SDR confirms the problem is active enough for a discovery conversation There is a live sales process with an account executive and next-step cadence The lead revisited pricing and requested a demo A meeting is accepted and a seller is investing direct time A clear deal record exists with expected value and stage progression The lead matches target role and segment before sales speaks to them Sales has confirmed a worthwhile next conversation and basic qualification to…
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