New opportunities are not upgraded to “qualified” until after the Account Executive speaks with and re-qualifies them in their own phone call. Do not let the Sales Development Rep get credit until this happens; this is so critical to quality control! After the Account Executive speaks to the prospect on the phone and feels good about the same basic outbound qualification criteria (Can we solve their problem? Are we in touch with the decision-makers? Do they want a next step?), the Account Executive can upgrade the opportunity to “Stage 2: Qualified”. Now the Sales Development Rep can get
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