revops

An MQL requires both fit (company size, industry, role matching your ICP) and engagement (pricing page visits, demo requests). An SQL requires a qualifying sales conversation confirming at least two of budget, authority, need, or timeline. Document entry and exit criteria plus an owner for each stage.

Combine explicit scoring (firmographics like company size and title), implicit scoring (behaviors like demo requests and pricing visits), and negative scoring (competitor domains, unsubscribes). Set an MQL threshold around 60-75 points, validate against closed-won history, and recalibrate quarterly.

Contacting a lead within 5 minutes makes qualification up to 21x more likely; after 30 minutes conversion drops sharply. Implement instant rep notifications, SLA timers, and escalation chains that reassign leads if no activity occurs within an hour.

Run deduplication using email domain, company name, and phone as match keys, enforce required fields per lifecycle stage, and replace free-text fields with picklists. Schedule weekly automated dedup and quarterly audits to prevent regression.

Introduce a deal desk when deals exceed roughly $25K ACV or involve non-standard terms like net-90 payments, multi-year contracts, or discounts above 40%. Tier approvals so standard pricing auto-approves while larger discounts escalate to sales leadership, finance, and legal.

No. This Skill covers revenue operations systems, processes, and data infrastructure, not email copywriting. For outbound prospecting emails, use the cold-email skill; for nurture flows, use the email-sequence skill.