Blog > Revenue Forecasting & Pipeline Management
How Do You Define SQA?
Sales Qualified Account (SQA) is a critical checkpoint in your go-to-market journey—but many organizations confuse it with Pipeline or MQA. Learn how to properly define SQA, automate its tracking, and set the foundation for AI-driven sales forecasting.
How Do You Define an MQA?
When sales and marketing don’t agree on what a Marketing Qualified Account (MQA) is, chaos follows—missed handoffs, misreported numbers, and wasted effort. This guide walks you through exactly how to define an MQA based on firmographics, technographics, and meaningful engagement signals. Learn how to align your teams, implement your criteria in Salesforce, and use AI to surface the highest-converting accounts.
How Do You Define a Prospect?
Inconsistent lead definitions are one of the most common—and costly—problems revenue teams face. This article explores how aligning on a clear, shared definition of a prospect can reduce CRM bloat, improve forecasting accuracy, and enhance collaboration between sales, marketing, and customer success. Learn how to standardize prospect criteria using firmographic data, document it in Salesforce, and keep it evolving with your business.
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