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Lead qualification helps you prioritize sales activities toward leads that are most likely to generate revenue. It’s done by establishing qualification criteria for scoring leads, then distributing top prospects accordingly. This creates a more efficient sales operation and increases lead-to-customer conversions. We will define what

Cross-selling is a sales tactic used to obtain more value from a deal or sales transaction. While commonly used for retail businesses, it can be applied to many industries in both the B2C and B2B markets. In this article, we explore cross-selling more in-depth and

The budget-authority-need-timeline framework, aka BANT, takes into account four major buying factors prospects consider when making a purchase. It’s a qualification strategy you can use to prioritize sales leads in order to identify those most worth immediately pursuing. Keep reading to learn more about what