Prospect Qualification in the Age of Inbound Marketing

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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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