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My company is considering tightening the definition of a "sales qualified lead", in other words, the rules surrounding what makes a lead ready to speak with an AE. I work with an inside sales team consisting of 2 SDR's who, when motivated, can set 100 appointments a month each. The Account Executive team consists of 4 individuals who then do a demo and attempt to have this lead make a substantially large purchase in the range of $15,000 to hundreds of thousands. The current issue is it's not easy to predict closings based on how many leads we have since AE's convert about 60% of what the SDR's pass over and less than 12% of the leads that AE's convert from the SDR's become a closed won. Should the SDR's do more vetting/selling upfront? And if so, where do you draw the line?

Posted by: Anonymous
Posted: August 15th, 2018
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