Marketing qualified leads, or MQLs, are leads that are both a good fit for your offering and are ready to have a sales conversation. But what about hand-raisers, or good fit but unready sales leads, or poor fit leads?
We’ll set up a lead qualification matrix to help you sort through good fit and poor fit leads, based on sales readiness. That way, you can s ... Show More
Jan 2021
How A Sales Manager at LinkedIn Builds a Buyer-first Selling Strategy
Very few (3%) buyers find salespeople “trustworthy.” Kwesi Graves, Sales Manager at LinkedIn, wants to change the perception of people in his profession. To do that, he champions a methodology called “buyer-first selling” for his team of reps. He prioritizes quality over quantity ... Show More
12m 58s
Jan 2021
Why Sales Enablement is Critical For Revenue Growth
In our recent 2021 Sales Enablement Report, we saw that 65% of sales teams that outperformed revenue targets in 2020 had a dedicated sales enablement team or function at their company. Chris Pope, Director of Sales at Crayon, also believes that sales enablement is a critical func ... Show More
8m 42s
Jan 2021
How to Help Your Sales Team Stay Productive During a Time of Change
According to Bryan Elsesser, the former Sr. Director of Sales at Aircall, 71% of salespeople are fatigued this year. Fatigue is a difficult problem to address, especially on a team where metrics are so important, but it’s not impossible. After landing in sales development, Brian ... Show More
11m 47s
Jun 2025
Best Strategies for Onboarding New Sales Reps
<p dir="ltr">Lightning Round: Top 10 Qualities of a Successful Sales Professional</p> <p dir="ltr">Question: Steve from Atlanta GA asks, "I am a senior executive in a large manufacturing corporation, I handle the Eastern Region. We are struggling with our sales people, more than ... Show More
24m 48s
<h3>Efficient Prospect Evaluation</h3> <p>🎯 <strong>Disqualify prospects quickly</strong> to save <strong>time and money</strong>, as faster disqualification leads to more <strong>efficient use of resources</strong>.</p> <p>💼 Establish <strong>clear boundaries</strong> and <str ... Show More
