Video: What Has Your Qualification Framework Done for You Lately?

Author: Doug Hutton
Posted: August 18th, 2023

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Research shows that when sellers and buyers both agree on the buyer’s initial problem statement, it improves your chances of winning the deal by 38 percent.

Unfortunately, sellers get the buyer’s problem right only 45.5 percent of the time after an initial call.

Typical deal qualification and early-stage discovery frameworks let sellers down dramatically.

Rather than using buyer-centric milestones to guide their approach, too many sellers approach qualification tools as a “check the box” exercise. It might tell you who the buyer is and whether budget exists—but it falls woefully short of how the seller can and should drive the opportunity forward.

In this webinar with Doug Hutton, EVP of Customer Experience at Corporate Visions, you’ll learn how to:

  • Apply research-backed approaches to discovery and qualification that create more winnable pipeline
  • Pair legacy qualification approaches with scientific principles of buyer decision making
  • Use win-loss analysis to create a closed-loop system that better qualifies future opportunities

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