How do you define SQL’s at your company, and what criteria do you use to vet an SQL?
1 Answer
Freshworks Senior Director of Channels Europe • February 15
Be clear on your sales methodology and discovery best practices, there is several simple tools to use from BANT ( Budget Authority Need and Time ) to Situation, Pain, Impact, Critical Event, and Decision. Generally, a sales rep needs to have a conversation with the customer to move the lead from an MQL to SQL and should have identified Pain points to be able to sell them a solution, identify the criteria for a effective discovery call and use training tools to review with your reps if this is not a SQL and not just " happy ears "
1790 Views
Top Sales Mentors
Brian Tino
AlphaSense Senior Director, Strategic Sales
Jessica Holmes
Adobe Director, Adobe Sales Academy
Andrew Zinger
Fastly Senior Director, Global Sales Enablement
Rachel Mayes
Carta Senior Director of Sales - Venture Capital at Carta
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast
Maria White
Sales Training Leader
Helen D'Abreo
SurveyMonkey Director, Expansion Sales
Adam Wainwright
HubSpot GTM Leader | Building Products that help Sales teams win
Alicia Lewis
Culture Amp Senior Sales Director
George Cerny
Iterable VP, Growth Sales, B2B2C Sales & LATAM
Related Questions
How do you measure the effectiveness of your sales development process, and how do you iterate on it based on this data?How do you prioritize which sales tools to use and when given there are so many tools?What timeline do you set for leads to start the nurture campaign, and how often are your touch points?What is your sales development strategy, and how do you measure success?How do you prioritize your accounts to determine the right leads to pursue when you have marketing leads, your AE wants you to focus on a set of accounts, and you have tiered accounts?How often do you reevaluate how you prioritize your leads, and what questions do you ask yourself?