MQLs (Marketing Qualified Leads) are a useful type of lead that results from marketing activities and automation, but to convert these leads into solid opportunities, it’s important to spend time preparing and researching the buyer.
Sales conversations include your prospect’s priorities and goals, as well as their pain points and concerns. The result of these conversations is data, lots of it. Are you capturing all of it? Are you using it correctly?
Carroll Shelby demonstrated that even with the best technology, you need the best driver to win. Technology seems to be the go-to solution for most business problems. And sales is no exception, but technology can’t solve human challenges.