How do you define SQL’s at your company, and what criteria do you use to vet an SQL?
1 Answer
Tim Britt
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 "
1320 Views
Top Sales Mentors
Shahid Nizami
Braze APAC Vice President of Sales
Alicia Lewis
Culture Amp Senior Sales Director
Jefferson Reis
Nick Feeney
Loom VP, Revenue
Tim Britt
Freshworks Senior Director of Channels Europe
Jon Boyer
Zapier Director of Sales
Lucy Ye
Square Head of Sales, Services & General Business
Andrew Zinger
Fastly Senior Director, Global Sales Enablement
Adam Wainwright
Cacheflow GTM Leader
Eric Martin
Vanta Head Of Sales
Related Questions
How do you prioritize which sales tools to use and when given there are so many tools?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 do you partner with other departments (e.g., marketing, sales) to generate sales qualified leads?What are some of the fundamentals of building a strong sales development culture for your team?What timeline do you set for leads to start the nurture campaign, and how often are your touch points?How often do you reevaluate how you prioritize your leads, and what questions do you ask yourself?