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
Growth Machines: Combining Product-Led Growth and Sales