The qualifying framework that is BANT (Budget, Authority, Need, and Time-Bound) is no longer quite as useful as it was in the past. Too much has changed in consultative sales, especially the complex sale. A modern sales approach is still going to…
There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Some of these companies have decided to separate prospecting from the rest of the sales process, believing they will improve their sales…
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