Incentivizing Proactive Sales with Self-Sourced Leads

The chapter discusses the strategy of rewarding salespeople with leads based on their self-sourced leads in the last 90 days to incentivize effective prospecting. It emphasizes the shift to Product Qualified Leads (PQLs) and the collaboration between sales, marketing, and product teams for lead generation. The importance of internal alignment between sales, product, and finance teams for driving sales success is highlighted.