http://www.thejfblogit.co.uk/2013/03/25/why-qualify/
Great article by Jonathan Farrington on qualifying. It's a theme similar to, "TestingThe Sales Hypothesis." As a best practice, qualification/disqualification testing should continue throughout the buy/sell lifecycle.
Great article by Jonathan Farrington on qualifying. It's a theme similar to, "TestingThe Sales Hypothesis." As a best practice, qualification/disqualification testing should continue throughout the buy/sell lifecycle.
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