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Busy SDRs, Empty Pipeline: You have A Funnel Qualification Problem
In most organizations, this problem is identified far too late . Teams sense that something isn’t working - but they look in the wrong direction. By the time leadership realizes the issue isn’t skills, it’s already expensive to fix. Headcount has been churned. Tools have been swapped. Processes have been “tightened.” And still, nothing moves. This article is meant to help TOFU teams identify overqualification early - and remediate it before it calcifies into a systemic failu
Avner Baruch
Jan 27 min read
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