The MQL debate is a symptom. The real issue is that marketing and sales are running two completely different conversations with the same prospect.
Companies spend endless hours arguing over what counts as a “Marketing Qualified Lead” (MQL). They make complex rules,
September 7, 2026
Before I touch a marketing budget, I ask five questions about operations. The answers usually change the entire plan.
Before I touch a marketing budget, I ask five operational questions. That usually changes the whole plan. When
September 7, 2026
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