240: The Fall of lead scoring and MQLs and the rise of Agent Qualified Leads, with Gary Amaral

What's up everyone, today we have the pleasure of sitting down with Gary Amaral, marketing leader at Docket.

(00:00) - Intro

(01:15) - In This Episode

(04:35) - What Lead Scoring Was Really Hired to Do

(12:13) - Why Lead Scoring Models Turn Into Black Boxes

(16:04) - What Is an Agent Qualified Lead

(24:02) - How Agentic Qualification Goes Beyond AI Scoring

(27:48) - What AI Agents Do That Drift Style Chatbots Never Could

(34:35) - Why Buyers Tell AI Agents What They Hide From Sales Reps

(40:05) - Who Needs an AI Agent on Their Website

(42:48) - How to Keep the AQL From Becoming the Next Vanity Metric

(50:11) - How to Introduce AQLs Without Breaking Your Forecasting