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Two-stage handoff gate: Marketing Qualified to Sales Accepted Lead property

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
OutcomeAn MQL only becomes a fully sales-owned lead after a sales rep explicitly accepts it, closing the gap where marketing calls a contact "qualified" and sales quietly disagrees without ever saying so.
Workflow mapmarketing-ops-041
Lifecycle stage = Marketing Qualified Lead leads to Set status = Pending review. Set status = Pending review leads to Create acceptance task for owner. Create acceptance task for owner leads to Wait until Accepted/Rejected, expire 2 biz days. Wait until Accepted/Rejected, expire 2 biz days leads to Expired: Notify manager: review overdue; Accepted: Set lifecycle stage = Sales Qualified Lead; Rejected: Set lifecycle stage back to MQL/recycled. Set lifecycle stage back to MQL/recycled leads to Notify marketing ops with rejection reason. Expired Accepted Rejected Lifecycle stage = Marketing Qualified Lead Set status = Pending review Create acceptance task for owner Wait until Accepted/Rejected, expire 2 biz days Notify manager: review overdue Set lifecycle stage = Sales Qualified Lead Set lifecycle stage back to MQL/recycled Notify marketing ops with rejection reason
Lifecycle stage = Marketing Qualified Lead leads to Set status = Pending review. Set status = Pending review leads to Create acceptance task for owner. Create acceptance task for owner leads to Wait until Accepted/Rejected, expire 2 biz days. Wait until Accepted/Rejected, expire 2 biz days leads to Expired: Notify manager: review overdue; Accepted: Set lifecycle stage = Sales Qualified Lead; Rejected: Set lifecycle stage back to MQL/recycled. Set lifecycle stage back to MQL/recycled leads to Notify marketing ops with rejection reason. Expired Accepted Rejected Lifecycle stage = Marketing Qualified Lead Set status = Pending review Create acceptance task for owner Wait until Accepted/Rejected, expire 2 biz days Notify manager: review overdue Set lifecycle stage = Sales Qualified Lead Set lifecycle stage back to MQL/recycled Notify marketing ops with rejection reason

When to use it, when not to

Use it

  • Use when marketing and sales disagree often enough about lead quality that a documented acceptance step would settle the argument with data instead of anecdote.
  • Use as a lightweight middle step between MQL and full SQL, distinct from marketing-ops-002's direct MQL-to-SQL handoff.
Read more on when to use itShow less

Skip it

  • Do not use if your team already trusts the MQL-to-SQL handoff without dispute. Adding a stage here is friction without benefit in that case.
Read more on when to skip itShow less

The rest of this spec

Prerequisites · 3 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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