In a world where more of our buyer's spending is scrutinised more closely than ever, qualification matters.

Don, Adam and Mark go back to basics about qualification and discuss why BANT, MEDDIC and others are crucial to today's presales teams but also why pushing back on sales, and constantly questioning the buyer motivation matters more these days than ever before.

Find out what it means for us in presales, and out top tips for applying these techniques at your company.

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