Highspot

DECEMBER 19, 2023

Improve Lead Qualification and Prioritization The sales development playbook provides criteria to identify high-value leads and referrals, ensuring SDRs focus on opportunities with the highest potential. Definition Glossary Have you ever questioned the demographic or behavior attributes of an MQL or SQL?

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

SaaStr

JANUARY 21, 2020

I know everyone likes ping pong, but I like quiet investor meetings. I have a young man on my a sales operations team who wanted to do SQL data analysis. Part of the early behaviors that we measured at PatientPop was how many referral salespeople that you submitted per quarter. We’re not going to talk about ping pong.

Quota 101

Quota Sales Healthcare Territory 101

Outreach

MARCH 25, 2019

Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling. Ask for referrals. Prepare for the meeting like you are giving a keynote address.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65