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The Knowledge at Wharton Network Acast feed serves as a curated showcase highlighting the best content from our podcast collection. Each week, we feature one standout episode from each show in the Wharton Podcast Network, giving listeners a comprehensive sample of our diverse business and academic content. This rotating selection allows audiences to discover new shows within our network while experiencing the depth and variety of Wharton's thought leadership across different topics and forma ...
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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.
We love giving back to the community, so don't forget to come join us on LinkedIn, ask anything you wish, discuss, agree or disagree!
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