Consumer buying habits have changed. Now users have control over the process and have many sources of information, which makes them more analytical. Research shows that only 18% of buyers rely on a seller as a source of information when making B2B purchases. On the contrary, digital references have become the main source of consultation when analyzing a purchase, which is one of the main challenges that sales reps face today
The qualification of potential clients is a methodology used by commercial departments to determine the value of potential customers. This is done by assigning values to them based on their behavior in relation to the interest in products or services.