Question Page

How often do you reevaluate how you prioritize your leads, and what questions do you ask yourself?

1 Answer
Tim Britt
Tim Britt
Freshworks Senior Director of Channels EuropeFebruary 15

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. 

1360 Views
Top Sales Mentors
Shahid Nizami
Shahid Nizami
Braze APAC Vice President of Sales
Jefferson Reis
Jefferson Reis
Alicia Lewis
Alicia Lewis
Culture Amp Senior Sales Director
Tim Britt
Tim Britt
Freshworks Senior Director of Channels Europe
Sarah Mercedes (Osborne)
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast
Lucy Ye
Lucy Ye
Square Head of Sales, Services & General Business
Adam Wainwright
Adam Wainwright
Cacheflow GTM Leader
Andrew Zinger
Andrew Zinger
Fastly Senior Director, Global Sales Enablement
Katie Harkins
Katie Harkins
UserTesting VP of Sales
Brian Tino
Brian Tino
AlphaSense Director of Strategic Sales, EMEA