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Warning: I spent 3 months chasing MQLs when our sales team cared about something else
I ran demand gen at a SaaS company in Austin and our whole team was obsessed with hitting 500 MQLs a quarter. Then in a pipeline review last March, our VP of Sales pulled up a spreadsheet and said half those leads never even got a single call. Turns out we were just measuring form fills while ignoring who was actually booking demos. So now I'm stuck between two camps: the people who say MQLs still matter for tracking top of funnel, and the ones who want to scrap them and go straight to sales qualified pipeline. Which side are you on? Did you dump MQLs or find a way to make them worth a damn?
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