Episode 66: The Sales process – MQL to SQL best practices, qualification, etc.: An Interview with Erik Bulichi

Episode 66: The Sales process – MQL to SQL best practices, qualification, etc.: An Interview with Erik Bulichi

By Scott Sambucci | July 31, 2019


In this episode of the Startup Selling Podcast, I had the privilege of sitting down with another guest from Lever, his name is Erik Bulichi. Erik is currently a Senior Sales Manager for the corporate segment at Lever, a modern applicant tracking system company. 

Erik started his tech sales career at 8×8, a cloud communications and customer engagement solutions provider located in Santa Clara, California. From there, he found himself at a small startup called DemandForce. 

Erik held a few different leadership roles and exited three years after Intuit acquired the company. Then he found himself back in the startup world, this time it was in the head of sales capacity at Zozi, a booking and resource management solution in the tour and activity space. 


Some of the topics that we discussed in today’s podcast are:

  • How Erik and his team build their sales process. 
  • “The Buyer’s Journey” – how do we truly create empathy around their situations or problems.
  • Marketing qualified leads (MQL) versus sales qualified lead (SQL).
  • What constitutes a sales qualified lead.
  • How Erik and his team implemented ‘APV’ (always provide value) in their sales process.
  • The difference between inbound leads and outbound leads and how to handle them. 

Links and Resources:

Erik Bulichi: http://bit.ly/2GxbSpr

Lever: www.lever.co


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