Sudarshan Y.

Thanks Andrew. I will Ping you directly.

Thanks all, super helpful points. 🙏 I see conversion rate as the outcome. I’m trying to understand whether the site itself is setting buyers up to reach that outcome. Do these leading indicators resonate with you?

Heatmaps/session replays are great, but I find them hard to tie to the folks who don’t click “Book a meeting.” Have you found practical ways to measure the above without tons of manual review.

Thanks Eric J. - good question. When I say lead quality, I’m mainly thinking about leads that engaged with the Marketing funnels but aren’t really ready for sales — usually due to lack of urgency, timing, or intent. And Lisa M. - you nailed it. Great breakdown. I’ve been thinking a lot about how MQLs can create extra noise for AEs. Even with solid ICP alignment, the sales team often ends up chasing leads that aren’t ready to buy. I don’t think we can eliminate that entirely, but I’m wondering is the volume of those not-quite-ready leads becoming a real pain point for sales? How are your teams working to close that gap between marketing and sales?