I recently gave a presentation focused on collaborative qualification and have included the slidedeck here. 

We all know that the web and inbound marketing has changed the buy-sell cycle and that buyers are  well educated before they engage with sales. As a result, some argue that sales lead qualification is now less relevant as prospects are self-qualified on the web before ever engage a sales representative.

We believe that qualification remains an important element of the sales and marketing operating model and requires a new more collaborative approach.

  • Marketing must play a bigger role in deal qualification and provide better decision support for sales.
  • Sales must use a more consultative approach to deal qualification in order focus time and resources and to build win strategies.

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Social Media is about engaging your audience through conversation and conversion.  By offering great content, your followers are likely to download, share, or contact you to learn more.  However, to get the most out of your social media outlets it’s important that your message is directed at the appropriate audience.  Twitter offers you the ability to create and edit lists, but not an easy way of maintaining them.  Below, I discuss ways to segment and maintain your Twitter lists for better ROI.

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