Too many teams treat deal qualification like a checkbox exercise. They follow a “proven process” that looks good on paper but still leads to bloated pipelines, wasted time, and disappointing close rates.

Marcus Chan reframed qualification as a dynamic skill, not a rigid step. Watch and learn why strong qualification saves reps time, margin, and credibility, and how to use it as your first real line of defense against bad deals.

He also walked through practical frameworks like BANT, MEDDICC, and CHAMP, not as rules to memorize, but as guides to help you run better conversations.

Leave knowing exactly what questions to ask, what red flags to watch for, and how to qualify in a way that earns buyer trust.

You'll Learn:

• Why most “proven processes” fail to deliver quality deals
• How to use frameworks as guides, not crutches
• A consultative approach to qualification that builds credibility and momentum

The Speakers:

James Buckley and Marcus Chan

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