Account management Pipeline SQL X-functional 
SaaStr
MAY 10, 2019
And when we would focus on the buying experience and making it very personal to the buyer we actually see a dramatic increase in revenue and so MQL and SQL are what I call maybe a momentum or a KPI metric, but they shouldn’t be how you’re driving or measuring your teams.
SaaStr
FEBRUARY 11, 2020
The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. If you don’t know … how many times do people say, “Oh, we’re getting $500,000 a pipeline a month from out outbound program.” Just measure SQLs. It just won’t.
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