I was in a meeting with a prospect today talking about Infer. We were demoing the slider and explaining how we set buckets for the A, B, C, and D leads.
It was pointed out that the D leads contain a tiny percentage of the overall revenue.
The prospect then jumped in with something that caught me a little off off-guard. He said, “I can’t wait to give all our D leads to my new reps!”
Now as a former inside sales rep, I sat there thinking, wow that’s a little cruel. Poor new guy. They’re going to spend their first month trying to sell to people who aren’t a fit for the product. That’s a tough start. And at what point do you tell your new rep that they’ve only got D leads in their queue?