Build A PQL Score From Five Signals
Create a defensible first PQL score using product value, account fit, team adoption, hand-raise, and friction signals.
Build a first-pass PQL score for Acme Ops, an account with 520 employees, six active users, two completed workflows, one SSO click, and one permission blocker. Score value first, then fit, spread, hand-raise, and friction. The common trap is over-weighting raw activity. Fifteen logins can mean confusion, while two completed core workflows can mean value. Core value Two completed workflows = 35 of 40 value points. Core value gets the largest weight because a PQL should prove the product solved the job, not merely that someone explored it. Account fit Target segment and 520 employees = 18 of 20 fit…
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