Overlooking a thorough yet concise lead qual training agenda can set your effort back weeks, if not months. Here is a sample agenda to get your sales team started.
Read Full Article about What Should Be Covered in Lead Qual Training? Sample AgendaFor most senior management teams at expansion-stage companies, launching a lead qualification team can be exciting yet overwhelming. Finding ways to simplify is crucial to success. Here are seven things you should focus on keeping simple.
Read Full Article about Simplicity Is Key When Building a Sustainable Lead Qualification TeamWhat do you get when you let a lead qual expert blog a few times a week for three years? A treasure-trove of great advice and tips on lead qualification. Here are some of the best.
Read Full Article about Lessons Learned and Insights from OpenView’s Leaders: A Lead Qual Blogging ReflectionYour first conversation: the lead is the decision maker, understands your value proposition, has identified a pain point, and wants to talk with someone more senior to learn more. But you come to find out that while they like your solution, they can’t buy until the end of the year. What should you do?
Read Full Article about The Gray Zone: The Place Where Your “Somewhat Qualified” Sales Leads Go to DieWithout a fully built-out CRM, lead qualification can be a nightmare … and completely unproductive. Here is a list of several high-level CRM best practices for companies launching lead qualification teams.
Read Full Article about Is Your CRM Set Up for a Successful Outbound Prospecting Operation?You’ve decided to launch a lead qualification initiative at your expansion stage technology company. Everyone agrees it’s top priority. Your recruiters are set to hire a dedicated team of outbound callers that will be responsible for aggressively and methodically calling into your target market(s) and uncovering new opportunities for your sales team to win. You’ve…
Read Full Article about Launching a Lead Qualification Team: Who Has the Capacity to Manage It?Devon McDonald: Hey Aaron, how long have you been with Zmags now? Aaron Kerzner: It’ll be two years at the end month! DM: Wow, congrats on your upcoming anniversary! (OpenView helped recruit and on-board Aaron as Zmags’ first inbound lead qualification specialist in 2010.) DM: Aaron, would you mind telling the audience what your role…
Read Full Article about Outbound Prospecting Showcase: Aaron Kerzner of ZmagsIf you are not being agile with your messaging (when it is NOT working), your team is likely missing out on many, many opportunities.
Read Full Article about Lead Qualification Assets: Are You Taking Too Long to Adjust?When gearing up your outbound prospectors (or lead qualification reps, business development reps, cold callers – every company calls this role something different!) for a new target vertical that they will be calling into, they will need to have content to support their efforts — content that is very specific to the pains and goals…
Read Full Article about Throw Out the Scripts – Your Lead Qualification Reps Sound like RobotsCollaboration between your Lead Qualification team and Sales Reps makes for a great sales environment. There is a fine line, however, between healthy collaboration, and lead qualifiers becoming the sales team’s personal assistants. In recent months, I’ve seen a number of sales reps asking more of their lead qualifiers than they should be — the…
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