The Mach blog
Practical guides to sales automation, account research and conversations that move a sale forward.
Lead qualification
- Lead qualification
MEDDPICC explained: what each of the eight letters asks, and which ones you can read before the first call
MEDDPICC is an eight-letter qualification checklist for B2B deals. What each letter asks, where the framework came from, which letters public signals can answer before a call, and what independent evidence exists that it works. - Lead qualification
What counts as a buying signal? The 70 events one real lead search kept
A buying signal is a dated event that gives a company a reason to need what you sell, not a keyword that matches your offer. What the 70 kept leads of one real search looked like, where they came from, and what we cannot yet claim. - Lead qualification
Lead disqualification for software development prospects: what Mach checks
Most software development leads fail before research runs. Here is what Mach checks to tell a buyer from a rival, and what each failure means. - Lead qualification
Why a lead search drops most of what it finds: the 1,565 drops of one real run, by reason
A lead search should drop most of what it finds, and say why. One real run: 1,635 posts judged, 1,565 dropped with a recorded reason, 70 kept. The reasons, counted, and what to copy. - Lead qualification
Why we set 16 doubtful leads aside
Our review of 16 doubtful software-services leads changed a seller check. The real counts, the buyer we could miss, and the rule we chose.
