Lead Qualification
Upgrading the MQL in 2026 Q4: Why Expansion Signals Are the New Lead Qualification Standard
62% of marketing teams have no intent layer in their MQL definition. The top quartile of demand gen teams converts MQL-to-SQL at 28% — double the 13% median. The difference is not budget or headcount. It is what they qualify on. Here is how to close that gap before year-end.