Lopez: Sales pipeline stages must be binary customer actions, not rep opinions
Robert Lopez · 10 Things Top CROs Wish They Knew Early in Our Careers with CRO Justworks · Aug 15, 2023 · at 46:57
Robert Lopez, Chief Revenue Officer at Justworks, explains to an audience member how RevOps teams should construct objective CRM sales pipeline stages.
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“I think that, I mean, one of the things that I think a lot of companies fail at is like, they have their, like, they build their stages and their stages are kind of like rep dependent. So it's like, oh, like a rep says, oh, I'm interested the next stage. It's like, I'm a big believer. They need to be like very binary. And so like, what quantifying aspect does the company, like, does the company need to do something? Do they need to fill something out? Do they need to submit something? Do they actually have to have an action where it's not rep dependent?”
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