Question Page

How do you define SQL’s at your company, and what criteria do you use to vet an SQL?

Tim Britt
Freshworks Senior Director of Channels EuropeFebruary 14

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
Brian Tino
AlphaSense Senior Director, Strategic Sales
Jessica Holmes
Jessica Holmes
Adobe Director, Adobe Sales Academy
Andrew Zinger
Andrew Zinger
Fastly Senior Director, Global Sales Enablement
Rachel Mayes
Rachel Mayes
Carta Senior Director of Sales - Venture Capital at Carta
Sarah Mercedes (Osborne)
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast
Maria White
Maria White
Sales Training Leader
Helen D'Abreo
Helen D'Abreo
SurveyMonkey Director, Expansion Sales
Adam Wainwright
Adam Wainwright
HubSpot GTM Leader | Building Products that help Sales teams win
Alicia Lewis
Alicia Lewis
Culture Amp Senior Sales Director
George Cerny
George Cerny
Iterable VP, Growth Sales, B2B2C Sales & LATAM