Sales Enablement Lesson: Developing a Lead Qualification Framework

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 three 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.

Tracy has been driving marketing strategy at both cloud-based and traditional enterprise technology companies for 25 years. At InsideView, Tracy leads the end-to-end marketing strategy and initiatives. Tracy was recently named a B2B Demand Marketing Game Changer, is included in the Top 20 Women to Watch in Sales Lead Management, and in the Top 30 Most Influential Women in B2B Marketing Technology. She is the co-author of a business book (October 2016, Wiley), called Aligned to Achieve, about…

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For more than 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications. He is also the author of "The Truth About Leads."

Doug is the CEO of Imagine Business Development. He has worked firsthand with more than 1,500 small and midsize businesses, enabling them to make sales growth predictable, sustainable, and scalable.

Jon is a marketing leader who loves to build great brands, great tech and great teams. With a degree in physics, a decade of improv & sketch comedy performance, and a wide array of marketing experience, he takes an analytical but fun approach to marketing. Professionally, he's consulted with Fortune 100 companies, developed a communication strategy for a 3,000-person technology team, and led marketing for two high growth consumer tech companies.

Channing is VP of Sales Operations and Strategy at HubSpot. He has a passion for developing high performing teams and has developed international growth strategies that consistently overachieved by up to 200% of desired results.

Janet Comenos is the CEO of Spotted Media, a celebrity advertising company based in Boston and NYC that has raised $4.75 million in seed capital since its inception in March of 2016. Prior to Spotted, Janet was the SVP of Sales for 2011 TechStars grad Promoboxx and was named "20 Women in Technology" by Accomplice Ventures in 2015.

Steve Bookbinder is the CEO and lead trainer at DM Training, a New York company that teaches, reinforces, and encourages real behavioral change in sales organizations. He has traveled millions of miles and trained tens of thousands of sales professionals that, to be successful, you need to continuously focus on improving, adapting, learning, measuring, inspecting and testing new ideas.