STAGE 3
Qualification
Develop an understanding of the qualification process in selling and serving enterprise organizations.
In chapter 10, Positioning, you’ll gain an understanding of how your competitors on an opportunity are likely to present their value to the prospect.
In chapter 11, Teaming, you’ll explore the collaboration that occurs on both sides of the pursuit.
In chapter 12, Pain—Establishing Reasons to Do Business, you’ll launch the qualification process in earnest by getting clarity ...
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