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Route by lifecycle stage change to MQL (assign to SDR queue)

One of 565 written HubSpot workflow specs, by a collective of independent HubSpot consultants.

Professional

Seat pricing: Professional edition. To build it, a GTM Seat or an Ops Seat (an Ops Seat cannot create marketing emails or sequences). Per-hub plans: Marketing Hub Professional.

Contact4 stepsUpdated for HubSpot seat pricing
OutcomeThe moment a contact becomes a Marketing Qualified Lead, an SDR is assigned automatically and gets a task to qualify the lead, instead of MQLs piling up in a shared list waiting for someone to notice.
Workflow maplead-routing-008
Lifecycle stage becomes MQL, owner unknown leads to Rotate to SDR pool. Rotate to SDR pool leads to Set lead routed date. Set lead routed date leads to Notify SDR by internal email. Notify SDR by internal email leads to Create qualification call task, due 1 business day. Lifecycle stage becomes MQL, owner unknown Rotate to SDR pool Set lead routed date Notify SDR by internal email Create qualification call task, due 1 business day
Lifecycle stage becomes MQL, owner unknown leads to Rotate to SDR pool. Rotate to SDR pool leads to Set lead routed date. Set lead routed date leads to Notify SDR by internal email. Notify SDR by internal email leads to Create qualification call task, due 1 business day. Lifecycle stage becomes MQL, owner unknown Rotate to SDR pool Set lead routed date Notify SDR by internal email Create qualification call task, due 1 business day

When to use it, when not to

Use it

  • Use it when a lead-scoring or nurture workflow already sets Lifecycle stage to MQL, and a separate team of SDRs (not AEs) does first qualification.
  • Use it as the handoff point between marketing automation and the sales development team, distinct from lead-routing-002 which assigns on contact creation regardless of qualification.
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Skip it

  • Do not use it if your org skips the MQL stage and hands leads straight from marketing to an AE. Use lead-routing-002 or lead-routing-015 instead.
  • Do not use it for contacts who already have an owner from a prior sales-sourced touch. Exclude those so a marketing-driven MQL event does not steal an active lead from its current rep.
Read more on when to skip itShow less

The rest of this spec

Prerequisites · 4 items

Every property with its label, internal name, type and options, plus the assets the workflow needs.

Enrollment · 4 parts

The trigger, the criteria as ticked in the UI, the re-enrollment rule and the suppression list.

Steps · 4 numbered actions

Each action in order with its parameters, branches and delays.

Known pitfalls · 4

Traps seen in production, each with what breaks and what to do instead.

Test plan and UAT script · 2 cases, 3 variants

How to prove it works in a test portal, one case per branch, and a sign-off sheet.

Files · PDF, Markdown, JSON, CSV

The properties JSON creates the fields in one call. The workflow JSON documents the build.

Install · 1 click, switched off

The installer creates the properties and the workflow, switched off, then opens a task for what it cannot create. Nothing is deleted, enabled or enrolled.

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