Sell From Experienced Value, Not Curiosity
Distinguish a product-qualified lead from a signup, an MQL, or a casual evaluator.
The move: qualify the account by what the product has already helped them do. Curiosity Is Not Qualification A signup, content download, or pricing-page visit can matter, but it does not prove the person has felt the product solve a real problem. Product-led sales gets expensive when Sales treats every early expression of interest as a human-touch trigger. The result is seller time spent educating people who should still be guided by onboarding, docs, lifecycle messages, or in-app prompts. Experienced Value Changes The Conversation A PQL is stronger when it points to a product success pattern: a completed core workflow,…
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