An opportunity is a qualified meeting passed to an account executive generated by the proactive outreach of a sales development representative (SDR). Let’s break that down:
Proactive outreach: This includes both inbound and outbound leads touched, prospected, and finally scheduled for a meeting by an SDR.
A qualified meeting: A qualified meeting has to meet three criteria. First, the account must belong to a target market defined by region, company industry, and size. Next, the lead/s belong to one of your ideal customer profiles or buyer personas. Finally, they have met the specifications of your qualifying questions and expressed an interest in moving forward with your solution.
Your pipeline is only as valuable as the opportunities you’re feeding it. More qualified meetings equal predictable revenue and growth. Define your process of qualifying opportunities to save time, energy, and smooth out the passing of the opp from SDR to AE.
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