90: Confessions of an SDR #9 (with Tom Westlake, Commercial Sales Development Representative at Cognism)

You've booked a meeting with a prospect and passed it to the AE. Job done! Happy days! Until the AE explains that they had to qualify the prospect out since the company went bankrupt... On this episode, Morgan and Tom Westlake SDR @Cognism discuss the tweaks he has made to his qualification process to ensure a smoother hand-off to his AE.