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Collaborative Qualification eBook

Closed-loop Marketing requires sales-marketing collaborate on qualification. Traditional BANT and SCOTSMAN models may not be the right approach. This eBook explores factors in qualification across marketing and sales and introduced the FACT Qualification Tool.

Key Concepts

  • Integrate Sales and Marketing.

    As clients self-sell on your website, the burden of qualification shifts toward the marketing team.

  • Customer Collaboration.

    Change from a focus on qualifying out to qualifying in.

  • Sell professionally.

    Engage a more professional sales approach.

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