What's the Need for a Sign Off Process?

Qualification is not the same thing as discovery and especially demo discovery. Have yourself a set of questions, but try and give something back to the customer in doing that if you're going to talk to a prospect trying to enrich their dates. Use qualifications your first opportunity to build trust rapport and a positive outcome. Spend some time with the SDR team, you know, go and sit with them, go and listen to some calls,. Go and help them if you've got capacity to do that. Become a team become one with your sales counterparts with your SDRs and you as a pre salesperson  and work to try and create the outcomes that you want which is qualified leads or