Is anyone else seeing tension between SDRs and AEs over meeting qualification?
I've heard of 2 approaches:
SDRs qualify during disco calls and hand off to AEs, but then AEs complain about wasting time on unqualified meetings
Or AEs have final say on what counts as "qualified", but that seems unfair since SDR comp depends on someone else's judgment...
Has anyone actually figured this out or is it just always messy?
