What’s a good framework to define what a good deal/lead is?
One of the conversations I’ve had more frequently in my professional journey is “how do you define what’s a good lead/deal”?
It’s really interesting to observe that most companies struggle in this area, they don’t really have a mental framework for it, tend to use anecdotal information until very late in their lifecycle stage and as a consequence create friction/misalignment that could be very much avoided and that ends up slowing growth down instead, in some cases putting the company as a whole at existential risk even.