Align sales and marketing to adequately qualify opportunities

10/24/2011 | Dealmaker365

Properly qualifying your opportunities is essential to making accurate sales forecasts, writes Donal Daly. "Link precise qualification with your sales process stages and your pipeline management, and then you know what's going on," he writes. The qualification process should involve both marketing and sales and should involve asking questions such as whether your company has been successful with similar deals in the past, he writes.

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