8x8 Vice President, Global Demand Generation • 4mo
Demand generation teams must stop treating MQL volume as the only proxy for success. The obsession with hitting arbitrary lead targets has trained organizations to optimize for form fills instead of real buying intent, flooding sales teams with low-quality contacts and eroding trust. In 2026, success will be defined by how effectively teams engage buying groups, influence active deals, and accelerate revenue, not how many leads they produce. Continuing to prioritize MQLs encourages shallow tacti ...Read More
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