March 5, 2010
Lead Qualification Strategy Considerations – Business Acceleration Advice from Christine Comaford
Here’s the million-dollar question: Does your product and sales strategy dictate an OEM, Direct, or Indirect Sales Model? Lead Qualification can be immensely valuable in any of the above scenarios, but the role of the individual reps, the rules of engagement, and the resulting deliverables will vary slightly, depending upon your chosen channel model.