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MQL-to-SQL Handoff

By Dan Kurtz 1 min read

The MQL-to-SQL handoff is the point where a Marketing Qualified Lead crosses a threshold (based on behavior, fit, or intent) and gets passed to sales to work as a Sales Qualified Lead.

A messy handoff is where most B2B pipelines leak. Common failures: no shared definition of ready, no SLA on response time, no visibility for sales into the marketing history that qualified the lead.

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