In the face of increasing goals and changing preferences of B2B buyers, sales and marketing teams alike are being forced to evolve in order to meet the needs of their prospects today. And on top of those changes, they’re being asked to hit lofty revenue-based KPIs, so it’s not shocking that ways to drive faster sales cycles are a hot topic today.
But the secret to faster sales cycles, as we’ll see below, is actually making sure you’re engaging with the right prospects through a process called lead qualification.
