2012 Channels Consultative Selling Lead Qualification 
Highspot
SEPTEMBER 30, 2020
Consultative Selling. Consultative selling happens when customers don’t fully understand the problem your product solves. With consultative selling, sales typically take six to eighteen months. It’s characterized by an intense focus on lead qualification. SNAP Selling.
Sales Hacker
OCTOBER 31, 2017
New engagement channels are propping up. Disruptive technologies offer smarter ways of selling services and ideas. The main tactic used is to customize a company’s sales enablement tools and activities based on solutions already in place, while focusing on the lead qualification and value messaging components. .
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