The Hidden Bottleneck Between MQL and SQL

The gap between a Marketing Qualified Lead and a Sales Qualified Lead is a critical bottleneck where most pipeline value is lost. We provide a framework for a bottleneck-free handoff.

Why the Handoff Fails

1. No Shared Definition: Marketing and sales speaking different languages about what "qualified" means.
2. Slow Response Time: Probability of conversion drops after 5 minutes. manual handoffs are too slow.
3. Lack of Context: Reps receiving leads without previous marketing history.

If it is not written down and measured, it is not a process. It is a suggestion.

Building a Better Handoff

Create a formal SLA, automate lead routing and notification, and enrich every record with context before it reaches the rep. Treat the handoff like a product, not a relay race.