2012 Channels Lead Qualification Research 
Highspot
SEPTEMBER 30, 2020
How it works: With this methodology, salespeople should focus on connecting buyers with relevant content and continually engaging them via a number of channels, such as social media or in-person events. It’s characterized by an intense focus on lead qualification. SNAP Selling.
Sales Hacker
OCTOBER 31, 2017
New engagement channels are propping up. Preparation/Research. 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. . Consumer behavior is changing. Conceptual Selling.
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