In today's B2B SaaS landscape, the traditional approach to marketing qualified leads (MQLs) is outdated and ineffective. Discover how to align your follow-up strategies with actual intent and build meaningful relationships with prospects.
Downloading an ebook doesn't mean someone wants to talk to sales. Period. Full stop.
The traditional B2B SaaS MQL definition is broken. We keep running the same tired playbook and expecting different results:
The outcome? Wasted budget, damaged brand reputation, and zero pipeline impact.
The issue isn't gating content. The real problems are:
We need to stop treating every content download like it's a sales lead. Match your follow-up to the actual intent shown.
If your outreach strategy makes you cringe, it's probably been making your prospects cringe for a long time.
Focus on building pipeline, not collecting email addresses.
Most agencies are still running the same tired playbook from 2010, obsessing over lead volume while your sales team drowns in unqualified prospects. And if you're nodding along, you've probably been there – staring at a dashboard full of "leads" that wouldn't know your ICP if it hit them in the face.
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