Qualification depth depends on segment and is aligned with AE expectations (handoff criteria, success criteria, and the required context for a high-quality first AE meeting).
CRM Hygiene, Reporting, and Handoffs
Keep Hubspot CRM updated (activities, outcomes, lead status, meeting notes, next steps).
Track performance by event and by channel (email/LinkedIn/call), identify what converts, and iterate.
Align routing rules and SLAs with RevOps (e.g., what becomes an SQL, when to hand off, how to tag event source).
Compliance & Data Handling
Ensure prospecting and follow-up comply with GDPR, consent rules, and best practices for professional outreach.