Episode 12: Bridging Sales & Marketing - Mike Duberstein on Lead Conversion

In Marketing Smarketing Episode 12 hosts Sal Buonocore and Nathan Wan build on Episode 11, continuing the journey from Marketing Qualified Leads (MQLs) to Sales Qualified Leads (SQLs).

They are joined by their first-ever guest, Mike Duberstein, Head of Sales and Marketing at Presales Leader and a Solutions Engineer. Mike offers his dual perspective living in both marketing and sales worlds to discuss what happens after a lead becomes sales-qualified.

This episode dives into:
• Defining MQLs and SQLs from a sales standpoint.
• The MQL to SQL handoff.
• The discovery process, understanding unique needs and identifying red flags.
• The demo's role as a proof of solution, including:
o Demo pitfalls
o Strategies for handling questions during a demo
o Post-demo steps