Ask HN: From MQLs or PQLs to Sales – SaaS

Context: For the last two years, I have been working with a SaaS Cloud Management StartUp. I joined as a "Marketing Manager" when the product was sluggish and not a market fit. From then on, we have come a long way. After a year of good content marketing work, we are able to generate organic leads and reached a decision that the initial offering wasn't good enough to sell.

Now after pivoting, we have reached a place we are confident enough it will sell. During this time, I was heavily involved in PM and Marketing Role.

Question: Now, I have a lot more responsibilities. But, it's just a little pessimism since we pivoted and all. That being said, I am now responsible for the whole god damn funnel. I have been fine working till PQLs and MQLs.

Need advice on how to focus and what to focus on! What are the basics and advanced things, I should focus on? It's like I am replacing our former CMO. My way of seeing things needs to change. No more small changes to be done by me. “Hire someone and concentrate on the bigger picture” - says the CEO

There are a number of questions. Low touchpoint or high touch point? Go back to cold again?

What gives?