Score on three things and only three: does the account look like someone who buys from us, have they done the thing inside the product that predicts value, and have they shown intent by hitting a limit or opening the pricing page. Any one alone is noise. All three together is a product qualified lead, and those convert at rates that make a rep's time obviously worth it. Build the first version in a spreadsheet, hand 30 of them to one rep for a month, and compare against a control group before you buy tooling or rewrite the CRM. And separate the hand-raisers who literally clicked contact us from the usage-based ones, because they need completely different opening lines.
6 hand-picked resources, 1 India-specific, 6 link-checked. Pick how you want to dig in.
Why we picked it The answer says score on fit, product signal and intent, and this webinar is the pen and paper version of exactly that: no data science team, just a worked framework for turning usage into a short list a rep can call.
On Pocus 45 min
Why we picked it Toplyne was built in India specifically to tell PLG sales teams which self-serve accounts deserve a human, so its co-founder is talking about this exact triage problem from the inside.
On SaaS Sessions by Ruchin Kulkarni with Sunil Neurgaonkar 26 min
Listen on Apple Podcasts podcasts.apple.com →Why we picked it The clearest breakdown of the three PQL types (hand-raiser, usage-based, needs-help) and the playbook each one deserves, which is the difference between a useful signal and a list nobody works.
From OpenView by Kyle Poyar 15 min read
Open openviewpartners.com →Why we picked it A five step process for building your first PQL definition, and the advice to start in a spreadsheet with a 30 to 60 day test before buying any tooling. That order saves most teams a wasted quarter.
From Pocus by Alexa Grabell 15 min read
Open pocus.com →Why we picked it Kazanjy is blunt that almost every bottom-up company eventually adds sales, so the only questions are when and how. He covers the sequencing, the data plumbing, and the mistakes, including delegating the first sales conversations too early.
From Lenny's Newsletter by Pete Kazanjy 25 min read
Open lennysnewsletter.com →Why we picked it A short, specific list of what to instrument on a self-serve funnel, including time to activation and time to convert, which are the two most people forget to track at all.
From Amplitude by Carmen DeCouto 12 min read
Open amplitude.com →How product-led growth reads from a different seat.
The same ground, over in Grow & market, our Starting Up track.
