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jonerp : qualification   2

How to Walk From a Deal - by @kellblog
"A good walk-away process should pass three tests in the mind of the customer.

The customer should feel like they were treated respectfully.
In the future, the customer should remain interested in buying from both you individually and your company, should circumstances be different. (Ideally, they will be more interested in buying from you because you walked.)
The customer should feel like the decision was not unilateral."
marketing  sales  startups  optionality  qualification 
january 2018 by jonerp
The Enterprise Persona Matters Most in B2B Tech Markets - by @barnes_hank
"As you think about the enterprise persona, you can take it even further, as Bob suggested in his piece. For every area that you cover, also look at it from two other perspectives. Beyond the attribute that makes a customer ideal, is there a different “value” that would make them a terrible fit, e.g. qualify them out."
go-to-market  personas  qualification  segmentation 
november 2016 by jonerp

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