Summary
Qualification teams, also known as revenue development teams, must evolve to stay competitive in a fast-changing B2B world. The explosion of technology and the insights available requires this “middle” of the growth engine team to adjust their team setup, outreach programs, and qualification standards to compete. The expected outcomes for this role are the same, but how revenue development teams get to that desired outcome is changing. In this report, we discuss the changing world of revenue development and clarify the various titles, roles, and responsibilities for this qualification function.
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