Sales

Prospecting, lead sourcing, enrichment, outreach, and the sales workflows agents can take off your plate.

July 17, 202613 min read

Lead qualification: how to decide whether an account deserves sales attention

Lead qualification is the process of deciding whether a lead or account deserves sales attention based on its fit, available signals, context, data quality, and the level of confidence with which you can act. An account deserves attention when what you know about it, including fit, verifiable facts, and signals, supports a proportionate and reviewable next sales action: research, contact, review, discard, or prioritize. Opening an email, appearing in a list, or having a favorable CRM score is not enough.

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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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June 12, 20268 min read

Handinger made me faster at lead sourcing, which was apparently a problem

By 8:57 every morning, I was already at my desk, pretending the first coffee is still warm. The office lights had that particular white glow that makes everyone look less healthy than they are, and a bit older. Our sales floor was one big open room with the emotional texture of an airport gate: monitors glowing, backpacks half-zipped under desks, protein bar wrappers folded into tiny packets and a wall-mounted TV showing pipeline numbers like a flight panel. I was an outbound SDR, which meant I was technically in sales but the very last of the hierarchy, a bottom feeder. I felt less like a seller and more like an inexpensive clipboard with a LinkedIn account.

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