CRM & sales ops21 categories
Define lifecycle stages that mean something
When MQL and SQL are used differently by marketing and sales, and handovers keep failing.
Define the lifecycle stages below so both marketing and sales would classify the same record identically. For each stage: the observable criteria for entry, who or what moves it, whether it can move backwards and what that means, and the one behaviour that most often gets it set wrongly. Name the handover points explicitly: who owns the record either side, what has to be true before it passes, and what happens when the receiving side rejects it. Stages:
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Automation and admin. Workflows, validation, field design and the documentation nobody wrote at the time.
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