Topic

Lead Scoring

Research, playbooks, and field notes on Lead Scoring.

Lead Scoring

MQL vs SQL: definitions, the handoff between them, and why the numbers disagree

An MQL is a lead marketing has judged ready for sales; an SQL is one sales has checked and kept. This guide defines MQL, SAL, SQL and SQO, sets out the handoff and the SLA that governs it, shows how to calculate the MQL to SQL conversion rate, and explains why marketing's MQL count and sales' count rarely agree, with a reconciliation that took one team from 662 unexplained leads to 63.

RevSure TeamOct 20, 202610 min read
Lead Scoring

Is There a Better Way? Let’s Talk Lead Scoring

Traditional lead scoring is broken—91% of B2B marketers use it, but only 25% are satisfied, and half of sales-sourced leads go ignored. The answer isn’t abandoning scoring, but evolving it with predictive, AI-driven models that prioritize leads most likely to convert.

RevSure TeamApr 13, 20232 min read