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.
1372 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
What is your sales development strategy, and how do you measure success?What do you define as a nurture campaign, and how do you nurture them through the funnel?How do you partner with other departments (e.g., marketing, sales) to generate sales qualified leads?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 identify what’s working and not working in leading to sales qualified leads (SQL’s)?What timeline do you set for leads to start the nurture campaign, and how often are your touch points?