LEAD GENERATION — PIPELINE OS (OPERATIONAL)

Built as a no-fluff execution skill for revenue-aligned demand generation.

Structure: Core lead generation fundamentals first. AI-specific automation in clearly labeled "Optional: AI / Automation" sections.

Core: Lead Type Definitions

Clear definitions prevent Sales/Marketing friction. Align on these before building pipeline.

Lead Type	Definition	Qualification Criteria	Owner
Lead	Any identified contact	Has email/phone, some interest signal	Marketing
MQL (Marketing Qualified Lead)	Fits ICP + engaged with marketing	Firmographic fit + behavior threshold	Marketing
SQL (Sales Qualified Lead)	Ready for sales conversation	MQL + explicit buying signal or demo request	Sales
PQL (Product Qualified Lead)	Used product, shows upgrade potential	Trial/freemium + usage threshold	Product + Sales
SAL (Sales Accepted Lead)	SQL accepted by sales rep	Sales confirms qualification after first contact	Sales