Key Quote: "What’s good for the business is good for you. And if I’m wrong, I’ll do right by you."

Summary:

In this episode of Growth Machines, I sit down with Sara Archer from ChartMogul to unpack how she overhauled their lead qualification process to reduce sales workload without sacrificing revenue.

With a hybrid go-to-market model and 800+ monthly trial signups, Sara faced the tough call of removing 80% of inbound leads from sales. She shares how she did it—what changed in the signup flow, how reps reacted, and what actually happened to conversion rates.

Chapters:

00:00 Introduction to Chart Mogul and Sales Challenges

03:00 Revising Lead Assignment Strategy

06:05 Implementation and Team Communication

08:43 Evaluating Conversion Rates and Success Metrics

11:48 Long-term Sales Strategy and Rep Tenure

14:50 Monitoring Effectiveness and Continuous Improvement

Links:

🔗 Connect with Sara on LinkedIn

🌐 Try ChartMogul

1704: What We Learn About Life from Fairy Tales by Jeff Goins of Goins Writer on How To Find Your Life Purpose