Thank you so much for your reply! We explored replicating the SDR handoff process on Contacts too, but we’re leaning toward creating a new Lead each time someone re-MQLs, mainly because:
Ownership gets messy on Contacts — once there’s an Opp, the Contact is usually owned by the AE, and routing it back to SDRs for re-engagement can get complicated.
Outreach.io is lead-centric by default — triggers and sequences on Contacts tend to be fragile, while Leads just work out of the box. Curious — what outreach tool are you using?
Comp gets tricky — SDRs may miss SQL credit unless they manually link Opps to Contacts and link it correctly. With Leads, attribution happens automatically when they convert.
We’re using RingLead to dedupe and match records, and we track fields like Re-MQL Reason and Original Contact ID to keep reporting and attribution clean. Totally agree — avoiding duplicates is ideal if you can make the full Contact-based workflow work well. Out of curiosity, what’s your tool stack? And what kind of lead volume are you handling on a quarterly basis?
Hi Everyone! We’re currently debating a classic RevOps pain point that I know many of you have faced: What’s the best way to handle a re-MQL when the person already exists as a Contact in Salesforce? Right now, we’re going back and forth between two approaches:
Update the existing Contact — but this leads to fragile triggers, missed Outreach sequences, and complex routing logic (since Contacts are often AE-owned post-Opp)
Create a new Lead every time someone re-MQLs — which gives us a clean handoff to SDRs, Outreach automation, and easier reporting, but introduces duplicate records and downstream dedupe work
We’re leaning toward the “every MQL = a Lead” model for better SDR workflow and attribution tracking — but I’d love to hear how others are handling this. If you’ve solved this, scaled this, or have strong opinions either way… I’m all ears. What’s working for you? What’s broken? Any lessons learned from the trenches? Appreciate any input 🙏
