This post was updated in Q3 2019.
Good Qualification is Vital
One of the critical drivers for revenue success is an increase in close rates by the sales team and effective qualification is critical to that metric. Not only will effective qualification help the sales team focus on the right deals, the very exercise of qualification inspires better engagement tactics in the sale.
Because of the self-directed buyer and the ability to measure engagement levels online, today’s qualification process is collaborative across marketing and sales. BANT, SCOTSMAN, TAS and our own FACT model help with both sales and marketing qualification and should be configured in lead scoring qualification and identifying qualified leads including the MQL – marketing qualified lead and SQL – sales qualified leads or opportunities.