Episode 63 - Qualification matters - Back to the basics.
Two PreSales in a Pod
00:00
The Jolt in Decision
Most decisions after that we're kind of, you know, be people have budget responsibilities and have to be escalated above. I think this need to try and get down to kind of fall at acronyms. So neat is needs, which is good, there a need there and an economic impact,. It's proven now 46% of deals ending in decision. You can qualify all you want, but those deals that were still 4060% that weren't actually ending in a decision. No decision. There's your biggest thing that actually we need to advance qualification is to judge a level of indecision over and above that.
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