One of the greatest legends in all of rock ‘n’ roll is Van Halen’s famous contract request that no brown M&Ms be allowed backstage.
Most thought of this as a preposterous request from a bunch of rock ‘n’ roll primma donnas. In reality, the request was rooted in practicality. It was Van Halen’s way of qualifying a venue. That’s because at the time Van Halen had a very complicated stage setup that not every venue could handle.
The no-brown-M&Ms clause was a way to ensure that the venue had read the entire contract. If brown M&Ms were found, it was an indicator that the venue hadn’t properly read the contract, and the stage setup may not be secure.
What’s the point of this story, you ask? Simple: It always pays to qualify. Be it concert venues or leads, qualification can prevent a lot of headaches down the line.
In this video, Craig Rosenberg (Chief Analyst at TOPO) breaks down why smart qualification is essential.
Meet Justin Gray
Justin is a serial entrepreneur and the CEO and founder of LeadMD, the world’s largest revenue operations agency having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them, with successful exits of over 200MM+ in the last decade. Justin’s latest endeavor launched in 2016 when he co-founded Six Bricks an online learning startup designed to combat employee and customer churn through experience-based education. Over the past 10 years, Justin has emerged as a strong voice for entrepreneurship, marketing and culture. As a recognized speaker, Justin has been published over 350 times in industry publications and holds his own column, Tribal Knowledge in Inc., while writing for Entrepreneur, Tech Crunch and others. Justin and his wife Jennifer met over marketing and three years later welcomed their son, Grayson, into the world in April of 2017.