SQLs
topic on 2 shows · 3 statements across 2 episodes
3 statements about SQLs, every show
Traditional funnels measure business value rather than customer value
“The problem with funnels and pirate metrics and, you know, the favorites that I love to pick on are like MQLs and SQLs is that like, nobody knows what those mean. It puts every customer in like these, the same sort of buckets. It assumes that all customers and…”
Donati: SDRs should be paid for SQLs and demos, not closed deals
“So if you want as many calls, the right person, right company, don't pay for ops, pay for SQLs, right title, right company, get as many people to take as many demos as possible. And don't yell at the SDR if they don't close, that's not their job.”