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Spent 11 weeks rebuilding our lead scoring model because sales and marketing used two different definitions of MQL
We sat in a room every Tuesday for 11 weeks trying to align on what counts as a marketing qualified lead. Turns out sales had been counting demo requests and pricing page visits as MQLs while we only counted form fills with 3+ fields. We ended up building a shared doc with 14 lead signals scored 1-5 and finally shipped it in early March. The fix itself took two afternoons once we stopped arguing about definitions. Has anyone else dealt with a scoring model where the real problem was just two teams using the same word to mean different things?
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james_butler20d ago
Wow, 11 weeks to discover you were speaking two languages, my condolences.
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