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.