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Disqualifying Prospects: 50+ Sales Leaders Share Their Best Methods — Sales Hacker
Deals aren’t qualified just the one time and then locked down as golden opportunities forever more; they need to be constantly tested and retested, with the goal of exiting (either one direction or the other) as soon as possible. 50+ sales leaders at companies like Dell, Workday, Oracle, and Cornerstone were interviewed, and based on what was learned, it’s clear the best sales teams practice proactive disqualification (DQ). >>> READ MORE