Services
Marketing
MQL-to-SQL Handoff Diagnosis
Analyze the handoff between Marketing and Sales to find where qualified leads get lost, ignored, or misrouted.
Performance
Marketing passes leads to Sales but conversion to SQL is low and nobody agrees on why.
• No SLA between marketing and sales on lead follow-up.
• MQL criteria don't match what sales considers qualified.
• Leads sit untouched for days after being handed off.
• Routing rules send leads to the wrong rep or queue.
• Rejection reasons are undocumented and feedback loops are broken.
What we do
We trace every MQL from handoff to outcome and identify where the process breaks.
• Audit MQL criteria, routing rules, and assignment logic.
• Measure response times from handoff to first sales touch.
• Track MQL outcomes: accepted, rejected, untouched, recycled.
• Identify SLA gaps and process breakdowns.
• Recommend a clear handoff framework with accountability.
Deliverable
You receive a diagnostic report on your Marketing-to-Sales handoff health.
• MQL acceptance and rejection rate analysis.
• Average response time by rep and segment.
• Rejection reason categorization.
• Recommended SLA framework.
• Routing and assignment fix recommendations.
Outcome
Faster lead follow-up, higher MQL-to-SQL conversion, and a shared process both teams trust.
• Reduced time from MQL to first sales touch.
• Higher MQL acceptance rates.
• Clear SLA between marketing and sales.
• Fewer leads falling through the cracks.
• Shared accountability and feedback loops.
Best Fit
Best for companies where marketing and sales blame each other for pipeline problems.
If your MQL-to-SQL conversion is below 30% or leads routinely go untouched for more than 48 hours, this diagnosis will reveal exactly where the breakdown happens and how to fix it.