Episode 63 - Qualification matters - Back to the basics.
Two PreSales in a Pod
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KPR Measurement - Customer Lifetime Value Over Customer Acquisition Costs
Mark McKinley: We're living in a world now we where we have a pre sales tech stack. And that's, it feels good for the salesperson but ultimately it just means your company is not worth being in the market. So I think you've got to find a balance with pre sales of doing enough qualification that you can delight your customer and therefore over the remaining time set them up for success. Always be qualifying all the way through and don't be an also ran.
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