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Grade-based MQL tiers (A/B) with different sales notification cadence

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.

Contact8 stepsUpdated for HubSpot seat pricing
OutcomeGrade A MQLs reach sales the moment they qualify, while Grade B MQLs get batched into a once-a-day notification, so a rep's inbox reflects real urgency instead of treating every MQL as equally time-sensitive.
Workflow mapmarketing-ops-021
Lifecycle stage = MQL leads to Contact grade?. Contact grade? leads to A: Notify sales rep immediately; B: Delay until next 9:00 AM; Not set: Notify marketing ops: grade missing. Notify sales rep immediately leads to Set mql_notified_date. Delay until next 9:00 AM leads to Notify sales rep, digest framing. Notify sales rep, digest framing leads to Set mql_notified_date. A B Not set Lifecycle stage = MQL Contact grade? Notify sales rep immediately Delay until next 9:00 AM Notify marketing ops: grade missing Notify sales rep, digest framing Set mql_notified_date
Lifecycle stage = MQL leads to Contact grade?. Contact grade? leads to A: Notify sales rep immediately; B: Delay until next 9:00 AM; Not set: Notify marketing ops: grade missing. Notify sales rep immediately leads to Set mql_notified_date. Delay until next 9:00 AM leads to Notify sales rep, digest framing. Notify sales rep, digest framing leads to Set mql_notified_date. A B Not set Lifecycle stage = MQL Contact grade? Notify sales rep immediately Delay until next 9:00 AM Notify sales rep, digest framing Notify marketing ops: grade missing Set mql_notified_date

When to use it, when not to

Use it

  • Use once a lead grade (a fit indicator, separate from a behavioral score) is already set on the contact, whether by a manual sales-and-marketing agreed rubric or a calculated property built from firmographic fields.
  • Use when sales has said real-time alerts for every MQL create too much noise and asked for a way to separate "call now" from "call today."
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Skip it

  • Do not use this as a substitute for marketing-ops-001. This fiche assumes the contact has already been promoted to Marketing Qualified Lead and a grade is present; it only changes how the notification behaves after that point.
  • Do not use if your portal has no grading concept at all yet. Build and agree on the grade definitions (what makes something A versus B) before wiring up the cadence logic.
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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 · 8 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 · 4 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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