To continue the How to Think About Sales series, Walter welcomes Nate Tutas for the third time. In this episode, Walter and Nate tackle topics on qualifying leads and MQLs, to put them into the sales pipeline. Tune in to know more about how these tools help create a better forecast and why discipline is an essential characteristic that a salesperson and a sales manager should embody.

Highlights

• How to build the pipeline: the marketing qualified lead - 1:59
• How many leads are closed? - 4:15
• Prospecting process should have set of qualifications before entering the pipeline - 6:18
• How do you qualify a prospect? Membrain vs. forecasts reliability - 8:30
• Sales process automation and building qualifiers: The 8020 Rule - 14:09
• Not everybody should get a proposal or quote: it should have a price - 17:26
• Be a strategic advisor: figure out what the client needs - 21:14
• Be disciplined on stuffing pipeline and in having a clear criteria - 25:23
• Sales people are sometime talking to the wrong market - 28:22
• Final thoughts on the topic - 33:12
  
  
  Episode Resources
• Connect with Walter Crosby
• https://www.linkedin.com/in/walterlcrosby/
• https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee
• https://helixsalesdevelopment.com/
• https://helixsalesdevelopment.com/podcast/
• [email protected]
• Connect with Nate Tutas
• https://www.linkedin.com/in/nlpcoach/
• https://www.membrain.com/