revops

An MQL requires both fit (company size, industry, role) and engagement (pricing page visits, demo requests) above a set threshold. 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, a 5-minute SLA task, and escalation to a backup rep at 15 minutes and a manager at 30 minutes.

Run deduplication using email domain, company name, and phone as match keys, with the CRM record winning merges. Enforce required fields per lifecycle stage, use picklists instead of free text, and schedule quarterly audits to archive stale contacts and validate enrichment accuracy.

A deal desk is warranted when ACV exceeds roughly $25K or deals involve non-standard terms like net-90 payments, multi-year contracts, or discounts above 40%. Define approval tiers: managers for 10-20% discounts, VP Sales for 20-40%, and finance plus legal for enterprise terms.

No, this Skill covers revenue operations systems and processes, not email copywriting. For outbound prospecting emails, use the cold-email skill; for nurture sequences, use the emails skill.