Sound familiar?
Do these questions resonate with your team? Accoil helps you find the answers:
Who’s actually likely to convert?
How can I track what leads are doing inside the product?
What are the signs someone’s really interested?
How do I make follow-up convos more effective?
Can I predict which leads are worth the time?
How do I tailor my pitch to match the lead?
What’ll move the needle on conversion?
In a nutshell
Accoil helps you find the leads that matter.
By tracking product usage, activation, and health scores, you can identify engaged users, tailor your outreach, and close with more confidence.
Whats the lowdown?
Product-Qualified Leads (PQLs) are users who’ve actively engaged with your product and seen enough value to be worth a call. They’re different from passive prospects — they’ve done things, and that matters.
Accoil helps you spot these high-intent leads by analyzing real user behavior — activation, feature usage, and ongoing health — so your sales team focuses where it counts.
Why is this important?
Accoil allows you to:
Focus on leads with real engagement, not just signups.
Use activation rate to see who’s finding early value.
Add health score to understand who’s sticking around.
Prioritize high-intent outreach based on real data.
Improve conversions with personalized, timely engagement.
Who does this help?
Accoil’s insights empower every team to refine their strategies:
Team | How this helps |
Sales/Revenue Ops | Identify top leads, improve forecasting, tighten handoffs. |
Sales Team | Prioritize outreach, personalize pitches, close smarter. |
Marketing/Growth Team | Launch campaigns based on real usage, not guesswork. |
Product Team | Spot which features correlate with conversion. |
Customer Success Team | Flag upsell-ready accounts and step in at the right time. |
Critical Steps
Step 1: Define What a “Good” Lead Looks Like
Start with key behaviors that signal value and intent.
Example PQL criteria for a project management tool:
Created an account
Invited 2+ teammates
Set up a project
Uploaded 2+ files
Scheduled calendar events
Completed a task
Pair these with:
Activation Rate: % of critical actions completed
Health Score: Ongoing engagement over time
Step 2: Track & Engage
Use Accoil’s thresholds to monitor activation and health.
Set alerts for when a lead hits “sales-ready” status.
Customize outreach based on user activity.
Step 3: Tailoring strategy by opportunity size
Deal Size | When to Engage |
Small | 70–100% activated |
Mid-size | 50–80% activated |
Large | 30–50% activated |
These are guidelines — tweak based on your product and sales cycle.
Step 4: Convert with confidence
Show value in every interaction (based on usage).
Educate leads with helpful content.
Propose confidently when activation + health are strong.
Step 5: Keep improving
Monitor what converts — and what doesn’t.
Refine your PQL criteria using performance data.
Gather feedback from both wins and losses..
Take action with a clear plan that puts Product Qualified Leads at the heart of your sales strategy. By focusing on these leads, you're setting up your business for a smoother sales journey and more robust growth. Start engaging with your PQLs today and see the difference it makes.
Next steps with Accoil insights
Team | Action |
Sales Team | Tailor outreach based on user behavior. |
Sales/Revenue Ops | Refine PQL definitions and timing. |
Customer Success Team | Spot and act on upsell signals early. |
Product Team | Understand what drives stickiness and trial-to-paid success. |
Marketing/Growth Team | Double down on the channels and actions that feed PQLs. |
The main takeaway...
PQLs aren't guesses — they’re signals.
Accoil helps your whole team work from real data to close faster, smarter, and more effectively. When everyone sees the same signals, everyone wins.