Sales Enablement Training:

Developing a Lead Qualification Framework

Developing a Lead Qualification Framework

Sales Enablement Training:

Inbound strategies fail when leads generated by the marketing team don’t match the expectations of the sales team. In this lesson, you'll learn how to set up a lead qualification framework that will satisfy both teams.


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Lesson Description:

An important part of sales enablement is getting marketing involved in generating leads. But in order for your marketing team to be able to generate leads that your sales team will love, both teams need to have a shared understanding of what a qualified lead is. Dan McDade, who has built a 20-year career on qualifying leads for companies, tells a cautionary tale about a company whose marketing team was super proud of the fact that they could generate leads for the low, low cost of $23.15 per lead. But the sales team refused to contact them because they said the leads were no good.

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Kyle Jepson,
Inbound Sales Professor
HubSpot Academy

Kyle teaches sales and CRM courses at HubSpot Academy. He is best known for his work on the HubSpot Sales Software Certification and the Sales Enablement Certification. He is the father of two children, the lucky husband of an equally lucky woman, and aspires to be the author of one of those paperback novels you see in grocery store check-out lines.

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