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Art and Science of Lead Qualification

February 13, 2019 @ 6:30 pm - 8:30 pm UTC-5

Join us for Feb 2019’s DC MarTech Talk on lead qualification where we hear from both the sales and marketing point of view.

When business executives refer to “Qualification” as a part of their sales process, they are often referring to an ill-defined step in a sequence of steps that they believe should lead to a sale. In the past, things like the acronym BANT (Budget, Authority, Need, Timeline) were promoted as the secret to “Qualification”. This kind of thinking is all wrong. Unfortunately, sellers who have used such definitions are unconsciously leaving closeable deals out of their sales funnel and are spending far too much time on non-opportunities. Tom Snyder has the research to prove it.

Come hear Tom summarize his team’s findings about three major discoveries that have changed the face of sales:

1. Qualification is not a step in a sales process. Qualification is the sales process.
2. There are four fundamental questions that every seller should reflect on before and after every encounter with a client decision maker
3. Over 90% of sales funnels are larded with non-opportunities. How can you clean this up?


6:30 pm: Networking
7:00 pm: Tom Snyder, Founder and Managing Partner of Funnel Clarity, LLC
8:15 pm: Q & A and wrap-up


After receiving both a BS and MBA from the University of Maryland, Tom began his career as a member of the White House staff under two different Presidents. After eight years in Federal service Tom left to start his first company. Over the course of the next fifteen years, Tom started, developed and sold a series of successful enterprises. He authored a McGraw Hill best seller called Escaping the Price Driven Sale and a follow-up book a year later called Selling in a New Market Space. He has also authored more than 25 whitepapers on a variety of sales related topics. Tom consults in the areas of organizational alignment, corporate transformation, change management, revenue growth, market penetration, sales strategy, sales skills and sales process by employing strategic thinking, business development skills, diagnostic experience and sales force development expertise.

Mr. Snyder currently serves on three Boards of Directors. He is the Founder and Managing Partner of Funnel Clarity, LLC, a sales training and consulting firm headquartered in Washington DC. Mr. Snyder is listed among America’s 100 Most Influential Sales Leaders, published by the Encyclopedia of Selling. He is also an internationally known speaker who delivers talks to sales people and sales leaders across the globe each year. Learn more about him at https://www.linkedin.com/in/snydertom/



You can easily reach Snag (Snagajob) at 1919 N. Lynn using the Orange, Silver, or Blue lines on the metro and walk about about a block and a half to the building. If you’re driving, there is paid parking in the building and many parking garages in the area. There is also street parking, which is free after 8 pm, if you’re willing to walk a few blocks.

Disclaimer: As usual, we’ll take photos and video, so be aware that you just might show up in one. Attendance means consent to photos and video.

Organized by WaveLength Analytics. Learn more about them at https://wavelength-analytics.com/


February 13, 2019
6:30 pm - 8:30 pm
Event Category:


1919 N. Lynn, Suite 700
Arlington, VA United States
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Founded in 2015 and serving Washington, DC, Northern Virginia, and suburban Maryland, DC Marketing Tech Talks is a community dedicated to teaching marketers about marketing technology.  Email us at DCMarTechTalks@gmail.com.   Privacy Policy

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