Optimizing MQL to SAL Conversion

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable
• Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those
• Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts
• Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind

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