From MQL to Qualified Opportunity
Use fit, pain, metrics, and buyer path to decide whether an MQL should become an opportunity.
The handoff A webinar lead clicked pricing twice, but the only known fact is interest. You need to decide whether to open an opportunity or keep qualifying. Creating weak opportunities creates forecast drag; delaying strong ones loses momentum. Qualification path Fit → Pain → Path Use BANT and MEDDIC as evidence checks. The goal is not to fill every field immediately; it is to know which missing field controls the next action. Reflex Convert every hot signal into pipeline. Opportunity stage reflects evidence, not optimism. A strong inside-sales handoff separates interest from qualified demand. 01 Fit 02 Pain 03 Path…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in