Spent 2 years chasing MQL volume before a VP at a SaaS company in Austin pointed out my lead scoring was backwards

I was pushing out tons of gated content and webinars, celebrating 500+ new MQLs a month, but our sales team kept complaining about low quality. The VP showed me that my top scoring leads were actually tire kickers who downloaded everything, while folks who visited our pricing page 3 times got ignored. How do you balance lead volume with real buying intent signals at your company?

2 comments

2 Comments

wyatt_green3115d ago

Wow, that hits close to home. I had a similar wakeup call when our sales guy started sending me screenshots of leads who'd opened every email but never clicked a single pricing or demo link. Turns out, we were rewarding curiosity, not buying intent. Now, if someone visits the pricing page twice in a week, that's worth way more than a whitepaper download triple-dipper.

ryanh5615d agoMost Upvoted

@wyatt_green31 exactly right. Pricing page hits beat passive opens every time for real intent.