09.5 · Capability in Distribution

B2B acquisition

How businesses find, evaluate and buy products, and how a product supports that process.

Map5 skills

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5 skillsClick a hexagon to set your status

09.5.1Sales funnelsThe stages a business customer moves through before buying.
09.5.2Lead qualificationDeciding which potential customers are worth pursuing.
09.5.3Product demonstrationsShowing the product solving a prospect's specific problem.
09.5.4Trials and proofs of conceptLetting business customers evaluate the product with their own data.
09.5.5PartnershipsGrowing through other companies' products, audiences or sales teams.

Mark all 5

Where to start

2 resources

articleStart here
BANT vs. MEDDIC, the best way to qualify leads ↗
Qwilr · 2024 · 13 min
The two common qualification frameworks compared, and which fits which kind of deal.
articleGo deeper
Inside the MEDDIC sales qualification process ↗
HubSpot · 2025 · 11 min
How enterprise sales teams decide which deals are real, which helps engineers who support them.

0 tools

Tools for this topic are being researched.