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Lisa Doyle

COO Imparta

Monday, April 20

9:40 AM Boardroom A: Tightening Qualification Without Slowing Down the Team

Qualification is a constant balancing act: over-qualifying drains momentum, while under-qualifying inflates the pipeline with low-probability deals. Striking the right balance ensures teams stay focused on opportunities that truly matter without losing speed or efficiency. Effective qualification sharpens pipeline health, accelerates deal cycles, and keeps revenue teams firing on all cylinders.

Identify questions that reveal true intent
Create clarity around exit/entry criteria
Increase manager consistency in deal inspection

Check out the incredible speaker line-up to see who will be joining Lisa.

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