Marketing and Sales on a Leaky Stage Transition
Lead a productive conversation when Sales and Marketing disagree about low conversion.
Lena L Demand Gen Lead Cross-functional review Conversion debate MQL volume is up 18%, but SQL-to-opportunity conversion fell from 34% to 21% over two months. Sales says the leads are weak. Marketing says follow-up is sloppy. If the debate stays generic, nothing changes. 18% MQL up 21% SQL→Opp The framework Diagnose the transition A stage conversion rate is a joint operating question: what commitment should exist at this handoff, and why is it not happening consistently? Trap Argue over volume and effort in general terms. Shared diagnosis instead of circular blame. Conversion conversations improve when the team debates one transition…
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