In part 1 of this blog series, we looked at reasons why organizations need to end their focus on individual MQLs (marketing qualified leads) as the focus of their revenue process. In part 2, we look at more reasons why the transformation away from MQLs is necessary. Topics: MQL, MQA, MQO, Marketing Qualified Lead, Marketing Qualified Account, Marketing Qualified Opportunity, Waterfall, Demand Waterfall, Demand Unit Waterfall, B2B Revenue Waterfall, leads, buying groups, opportunity, lead-centric, opportunity-centric, funnel demand process, revenue process, revenue engine, lead scoring