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Posts that do not fit neatly into a department yet, but are still useful to keep close.

July 6, 20268 min read

Qualified leads: do you need more contacts or better accounts?

A qualified lead is an account or contact with enough fit, signals, and context to justify prioritized sales attention. When a team asks for “more leads,” it should answer a few questions before filling the pipeline again. The problem may genuinely be insufficient volume, but it may also be poor-fit accounts, weak signals, incomplete data, or priorities that marketing, sales, and leadership interpret differently.

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July 2, 202613 min read

AI sales prospecting: from leads to relevant conversations

B2B sales prospecting is the process of identifying, evaluating and preparing to approach accounts or contacts with commercial potential. The difference with “capturing leads” is in the criteria: a lead can be a name on a list, a form, an imported contact or an account suggested by a tool; whereas a prospecting opportunity requires a sound reason to think that account deserves attention now, or at least a more serious review.

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