How often do you reevaluate how you prioritize your leads, and what questions do you ask yourself?
1 Answer
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
Working closely with field marketing and product marketing teams to evaluate whether we are currently relevant to the market conditions plus are we using the correct sales plays to support your messaging. To be effective you need to review monthly / quarterly so you can understand the success of each sale's play and how long it takes to convert an MQL to SQL to a sales stage 2 lead to closed won, if your sales cycle is 3 months you always need to be thinking two quarters ahead as it's very difficult to build in quarter pipeline and this generally turns into a fire sale and high discount to meet in quarter targets. You should go into each quarter with at least 3x pipeline to quota depending on your win rate.
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