The PQL Signal Deck
Recall the core PQL signal types and how to respond to each.
Definition What makes a lead product-qualified? Evidence that the account has experienced meaningful value and shows behaviors correlated with conversion or expansion. A signup or page visit may support the score, but value behavior is the anchor. Common confusion Experienced value vs. raw activity Route from value first; use activity as supporting evidence. Objection Sales should call every active account. Activity means intent. A manager wants more pipeline volume from product events. Your line Activity tells us someone is moving. PQL quality improves when we separate value, fit, friction, and buying intent before assigning seller time. Do not argue that…
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