How to Promote Healthy Qualification in the Sales Cycle

Don't be afraid to have an open discussion, never ever get into a situation where it's us or them. The more you can work together and empathize for each other, the better for the health of the whole company. Mark: We've discussed things like re qualifying often in the sales cycle but how do we actually help promote healthy qualification? Don: I would say that the my opinion of the most forward thinking way of qualifying is to shift the purpose of the sale from the win to the customer the resultant customer success. But there's absolutely no pulling the one over there eyes they come into this process already knowing what it's like to feel to be in this process It's very meta