Reference · A1 definitional volume
Funnel & lifecycle
11 terms. Buyer-journey stages and lead lifecycle.
Funnel & lifecycle · 11
- CQLConversation Qualified Lead A lead that has engaged in a real-time conversation (chatbot, AI agent, or live chat) and shown enough intent or fit to route to sales. A modern routing trigger sitting alongside MQL and PQL, reflecting conversational and AI-driven inbound. C3
- Critical User Journeybuyer journey, customer journey The mapped path a buyer takes — what they see first, what they do next, and what signals they emit at each step from awareness to adoption. C3
- Funnelmarketing funnel, sales funnel The model of buyer progression through stages of mindset: Awareness → Consideration → Conversion (→ Retention/Expansion). C3
- Lead A contact who has entered the top of the funnel but is not yet qualified. The raw input to the lead lifecycle. C3
- Lead Handoff The transition of a lead from marketing to sales. The seam where alignment succeeds or fails; governed by shared MQL/SQL definitions and SLAs. C3
- Lead Lifecyclelead lifecycle management The tracked progression of a prospect from anonymous visitor → lead → MQL → SAL → SQL → opportunity → customer, with stage-appropriate engagement. C3
- MQLMarketing Qualified Lead A lead that has shown enough engagement and ICP fit to be deemed worth sales attention — typically by crossing a lead-scoring threshold. A mid-funnel object. C3
- Outer FlywheelAttract-Engage-Convert-Expand, GTM flywheel A cyclical alternative to the linear funnel: Attract -> Engage -> Convert -> Expand, looping back as expansion and advocacy feed new attraction. Matches non-linear modern buying (buyers self-research before contact) and frames GTM as a momentum-gathering loop rather than a one-way drop-off. C3
- SALSales Accepted Lead An MQL that sales has formally accepted for follow-up. Sits between MQL and SQL; the explicit acknowledgment that closes the handoff loop. C3
- SQLSales Qualified Lead A bottom-of-funnel lead showing clear buying intent (demo request, pricing inquiry, vendor comparison), ready for direct sales engagement. C3
- TOFU / MOFU / BOFUTop / Middle / Bottom of Funnel The three funnel tiers. TOFU = awareness (SEO, thought leadership). MOFU = consideration/nurture (webinars, comparison content). BOFU = decision (demos, pricing, ROI calculators). C3