Define SE-Qualified — Or Your Calendar Will [26]

Show notes

An SE leader pulled his utilization numbers and found 31% of customer-facing hours going to deals that never made it past stage two. The fix wasn't more discipline — it was a written, signed-off definition of what must be true before a deal gets SE time.

What Nate and Ava discuss

• The four green-light criteria — and the explicit red-list of what does NOT qualify
• Why aligning the criteria with your sales counterpart removes the politics from SE pushback
• How to start when you don't have a peer-level sales relationship — pilot with one AE, then bring the numbers up

The move

Sit with your sales counterpart and define, on paper, what must be true before a deal gets SE time. Four green-light criteria, four red flags. Share it with both teams. And when someone pushes back, point to the page — not the person.

🔗 Resources & Links: paths.to/presales

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