Should your top-performing sales reps be pre-qualifying leads?

Probably not.

In this short but practical episode, Harriet Mellor breaks down why top reps should stay focused on closing, not early-stage qualification.

You’ll learn how to build smarter, scalable sales qualification systems using frameworks like BANT, MEDDIC, and SPIN, supported by SDRs, AI tools, and virtual assistants.

Perfect for sales leaders across the UK, Australia, and global B2B markets looking to improve sales productivity and protect their team’s selling time.

What You’ll Learn

Why top sales reps shouldn’t spend time on early-stage lead qualification

How pre-qualification frameworks protect your team’s time and pipeline efficiency

The role of AI, SDRs, and VAs in modern lead management

How to apply qualification models like BANT, MEDDIC, and SPIN to scale faster

Why every rep — even senior ones — still needs a prospecting rhythm

About Harriet Mellor

Harriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. With over a decade of experience helping global sales teams modernise their approach, Harriet brings real-world insights on how to build scalable, high-performing sales systems.

Connect with Harriet

LinkedIn: https://www.linkedin.com/in/harriet-mellor/

Website: https://www.yoursalesco.com

More from Sell Like You

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