When to disqualify a lead? - a podcast by Fab Calando & Paul Lafleur

Disqualifying leads is difficult for both salespeople and marketers. There are leads who clearly don't qualify, but even when they're the right fit on paper, you sometimes need to walk away. People don't disqualify leads for a ton of reasons, but the two big ones are:

Because they have bosses who prefer full pipelines than accurate pipelines
Because they aren't asking the right questions, so they don't realize the fit isn't there.

In this episode, Paul and Fab talk about:

Why marketers don't disqualify leads (1:03)
Why salespeople keep working bad leads (2:42)
The other reason sales and marketing folks don't disqualify (9:13)

Enjoy and thanks for listening! If you like what you hear, please give us a ?????

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Further episodes of Ask the Right Questions, The Sales and RevOps Podcast

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