Marketing Qualified Leads are Worse than Meaningless

If you’re a sales, marketing, or revenue leader, marketing qualified leads (MQLs) are stymying your growth. When running a go-to-market function, many teams break the client journey into three pieces: Marketing retrieves information on people in the market and pursues them, classifying these leads as MQLs if they engage. When an MQL exhibits some characteristics,Continue reading “Marketing Qualified Leads are Worse than Meaningless”

Interrogate Your Pipeline; Coach Your People

During pipeline reviews, it’s not enough to perform a brief circuit around the room and ask each seller about their current deals. Instead, the best sales leaders truly interrogate their pipeline to ensure they effectively coach their people. Here’s how: The Power of Interrogating Your Pipeline Sales give your company oxygen. If you know preciselyContinue reading “Interrogate Your Pipeline; Coach Your People”