Buyers get annoyed with the interruptive tactics referred to in the first two sets of questions. At HubSpot, we call these tactics “outbound marketing.” Outbound marketing just doesn't work anymore. Buyers dislike outbound marketing so much that they actually invest in technology to keep these tactics out of their lives.

Understand your prospects' context by reviewing the way they found you, the blog article they read, the ebooks they downloaded. From these actions, the salesperson can infer the prospects' specific interests. Share content related to these interests. Tailor the content to the size of their business, their industry, or their role. Instead of suggest

With a well-formed buyer matrix in place, let's get back to the original question. When should each type of lead be passed to sales?

Modern sales technology enables two opportunities: Sell faster: Accelerate the current sales process by eliminating admin work and mundane tasks for salespeople. Sell better: Create a better buying experience for customers by capturing buyer context and making that context available to salespeople wherever they are.

Coachability: the ability to absorb and apply coaching.

The entrepreneur (candidate 3) is my most desirable candidate.

Don't hire a recruiting agency. Don't build a corporate recruiting team. Build a recruiting agency within your corporation.

“Exams and certifications add predictability to the sales training formula. They also provide the platform to learn from and iterate on the formula.”

Having the actual lead value follow the ideal lead value as closely as possible represented critical execution, especially as the team grew.