Kyle is joined by Kent Murphy, COO at Atlantic Growth Solutions. Kent leads the BDM and SDR teams who engage their client's ideal customers and qualify sales leads with decision-makers. Kent's team has been achieving a 70% MQL to SQL, and SQL to Opportunity conversion rate on leads qualified for their clients. 

Kent breaks down one important piece of the conversion puzzle: Researching prospects. Likely the first action a revenue team member would complete before reaching out to a prospect. He talks about where to research, what to look for, and the experience level required for revenue members to be able to achieve effective research. 

Process and efficiency are critical to an effective sales process and Kent has some wisdom to share on how to improve the research phase for revenue leaders and their teams.