During the mid-week internal call on 2026-02-18, Mark and Melissa identified that Citrus America's Sales Qualified Lead (SQL) criteria in HubSpot are configured too strictly to generate meaningful lead flow. The criteria require a full BANT profile plus additional qualifiers — a bar that is nearly impossible to meet in practice. The recommendation is to propose loosening the SQL definition to Miriam at the upcoming Citrus America call.
This issue surfaced while reviewing HubSpot workflow configurations with Ben, who had flagged that leads were being disqualified or hidden from view due to the scoring logic.
The current SQL scoring model requires a contact to satisfy BANT plus additional criteria before being classified as Sales Qualified:
In practice, this means a lead must have all of this information known and verified before they surface to the sales team. As Mark noted in the call:
"What are the odds that you're going to find somebody that all of this stuff is true? Or you know it all? … I think we need to be a little more lax."
The Marketing Qualified Lead (MQL) criteria were noted to be reasonable. The SQL layer is where the bottleneck occurs.
Propose to Miriam a revised SQL definition focused on two core questions:
This shifts the model from a data-completeness gate to an intent-and-fit gate — more appropriate for a B2B product with a longer, relationship-driven sales cycle like Citrus America's juicing equipment.
A looser SQL threshold would:
- Increase the volume of leads surfaced to the sales team (Jacob, Miriam)
- Allow earlier sales engagement that can uncover BANT details conversationally
- Better reflect how Citrus America's buyers actually behave