Introduction

Chris Walker: In this event, we're going to be talking about our pipe framework. This is actually something that I've been operating with since 2017 and in 2019 started to talk about it publicly. It allows you to have your sales team prioritize and potentially change your sales process for people that have already done a lot of independent research on their own. He says if companies want to continue to run a high volume MQL hamster wheel with low intent leads that haven't declared intent to buy, then there's no reason to use them.