Can’t wait to give all our D leads to my new reps

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?

Sales 2.0 Conference – May 5-6

Sales 2.0

We’re really looking forward to Sales 2.0, Monday and Tuesday of next week. It is taking place at the Four Seasons Hotel.

If you’re able to attend, Infer is hosting a session on Moneyball for Sales featuring Jim Herbold, the former EVP of Sales at Box, and Suresh Khanna, SVP of Sales and Operations at AdRoll. It takes place Monday 1:15-1:55 pm.

Here are a couple of the other sessions at Sales 2.0 that should be interesting;

  • Real-Time Marketing & PR: David Meerman Scott, World-renowned Marketing Strategist and Best-selling Author.
  • New Trends in Sales-Performance Improvement for Sales Leaders: Tiffani Bova, Vice President, Distinguished Analyst, Gartner.
  • Aligning Sales and Marketing into a Single, Cohesive Sales-Acceleration Machine: Matt Heinz, President, Heinz Marketing.
Moneyball for Sales

Impact of Predictive Scoring (60 Seconds)

This short video provides a visual explanation of the value unlocked by predictive scoring. When you turn on Infer you see this instant change in behavior across all of your reps. All of a sudden your effort is almost perfectly aligned with the revenue opportunity.

Turning on Infer unlocks a huge amount of dead weight. That energy can be shifted into more productive endeavors; whether that means doubling down on your top performing leads and following up more aggressively, or finding new sources of profitable leads.

Marketo Summit, April 7-9 in San Francisco

Marketo Summit

We’re looking forward to the Marketo Summit next week. Over 3,500 marketers are converging on San Francisco.

If you’re going to be attending stop by our booth, or better yet let’s schedule a time to connect. We can put you in touch with Vik Singh our CEO, or another member of the executive team. If you’re interested in setting something up drop us a note.