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[Music] so lead qualification you you got to take a look at what you know what are the buckets what are the stages that you're looking at we're talking about making phone calls and trying to generate uh leads you first have to understand okay there's the cold call and there's the cold email brand cold then what what's the next thing you're going to look at typically what we look at is conversations with somebody other than the gatekeeper right because we want to figure out of of if we make a hundred phone calls how often is that rep going to be able to get through a gatekeeper and talk to anybody other than that gatekeeper ideally somebody in power ideally the person that makes the decision but if nothing else we want to identify can they get through a gatekeeper right then from there once you have a conversation with somebody we look at um can you set up a qualification meeting so we got coold calls through the gate you know to conversations conversation to qualification calls and then qualification calls to qualified calls or meetings right that's typically what people say is I got 15 minutes you and I are going to talk after that 15 minutes you're going to say you know what John yeah why don't you come in and meet with me how often do you actually meet with a client and they say you know what this sounds like a great solution send me a proposal whatever and then the proposals to close deals that's kind of the euphoric state is if you can get a conversion ratio between each one of those stages now you can start to pinpoint where reps need help