Shift Kognition Qualification: turn lead scoring into the first cognitive filter
IntermédiaireTurn lead qualification — too often treated as a form-filling chore — into a real cognitive and business filter that protects your pipeline. This program decodes the frameworks (BANT, MEDDIC, CHAMP, GPCTBA/C&I), the biases that sabotage your judgment (confirmation bias, optimism, sunk cost), the business math of disqualification, and the AI orchestration to score, enrich, and pre-qualify leads at scale. Step-by-step method, scoring grids, AI prompts, and scripts to say NO at the right moment.
Competency domains
Vente & NégociationPsychologie & NeurosciencesIntelligence ArtificielleBusiness & Entrepreneuriat
Skills acquired
Course chapters
1Shift Kognition Qualification : dire NON est la première vente2Psychologie du commercial face au lead : pourquoi nous sur-qualifions?Quiz : Fondamentaux Shift Kognition Qualification
Quiz
4Les frameworks de qualification : BANT, MEDDIC, CHAMP, GPCTBA/C&I, ANUM5Business : la mathématique du pipeline et le ROI de la disqualification6IA : orchestrer la qualification à grande échelle7Framework Shift Qualification : la méthode opérationnelle de A à Z?Quiz final : Shift Kognition QualificationQuiz
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