Ep 2 - Stuart Lotherington: When does a lead become sales-qualified?

In episode 2 of the H2H Sales Automation Podcast, I dive into the crucial question: When does a lead become sales-qualified? Joined by Stuart Lotherington, Director of SBR Consulting, we explore the nuances of transforming marketing qualified leads (MQLs) into sales qualified leads (SQLs). Stuart shares insights from his extensive experience, emphasizing the importance of a customer-centric, consultative approach in sales. We discuss the role of sales development reps (SDRs) and account executives (AEs) in qualifying leads, and the significance of understanding your ideal client profile. Additionally, we touch on the impact of virtual sales environments and how to maintain effective communication and relationship-building online. Tune in for actionable tips to enhance your sales process and embrace a human-to-human approach in automation.