Fundamentally, when the Sales Development Rep feels it is worth the Account Executive’s time, and that the Account Executive would want to engage this deal, they pass the opportunity over. There were three guidelines for this: Does the company fit our Ideal Client Profile? Are we speaking with someone with influence or power? Is there a clear interest in a next step, usually in the form of a scoping or discovery call with an Account Executive? The opportunity is created and passed to the Account Executive still as a “Stage 1: New Prospect” opportunity. Even when passed to the Account
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