Counterpart Marketing Lead | Formerly Issuu, OpenText, Webroot • 3mo
Product signals become meaningful funnel inputs only when you define thresholds that correlate with downstream revenue, not just activity. Many teams make the mistake of calling any active user a PQL, but the definition needs to be grounded in data. Here is how I approach building this out: Start with outcome-based PQL definitions: Pull your closed-won deals and work backward. What product behaviors did those accounts exhibit in the 30, 60, and 90 days before opportunity creation? Frequency of u ...Read More
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