March Madness, I’m Getting Ready
NCAA Basketball has a tremendous impact on my schedule starting now. I’m looking at the schedule, kind of planning my time backward. According to the NCAA Basketball site, final selection is on March 14, Opening Round Game is March 16, Fourth Round Completes on March 28 and the final four on April 3rd and 5th.
I’m [...]
Properly Qualifying Prospects Separates the Winners from the Losers More Than Anything Else in Sales
If you desire to make more money and work less in you sales career, then it would be in your interest to invest time in learning how to properly qualify prospective customers. More than any other sales activity we perform, this separates the winners from the losers in sales.
The #1 reason most salespeople fail in [...]
Are we here to qualify or create opportunity?
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Much like Karl, for me this post is a bit of a rant, because I too do not think most sales people “get it” when it comes to qualifying. We get so wrapped up in the process of “being efficient” and “not wanting to waste time” the we start looking for reasons NOT [...]
B2B Sales Qualification – A Continuing Mission To Seek Out New Situations
Whether you are fan of the TV show or not you may be familiar with one of the basic plot lines on Star Trek. Imagine it, a lonely star ship travelling through the emptiness of space. As you watch, you are transported into the lives of the command centre of the ship where the solitary [...]
Qualification: a Dirty Little Secret
Good qualification is critical for salespeople to avoid wasting time and to focus their energy on higher potential prospects.
You can find solid guidelines for qualification criteria in many good sales books; and SalesBlogger colleague Colin Wilson has some excellent free resources to help with qualification on his Entrepreneurial Salesperson website.
But there’s a dirty little [...]
A Sales Rant of Qualifying
Man I get a chuckle when I listen to the average sales person. No offense to those that are beyond this place in their career but I cannot get past this one annoying mindset. Sales people in general want to pigeon hole the entire landscape of leads into possible customers and exude frustration when the [...]
Quantifying is Qualifying 2.0
Qualify is one of those buzz words in sales, you “know” it, you “use” it; you can smell like a sales person and play with the other dogs in the yard, and you get a seat on the bus. What the list above excludes is doing it well which many sales people don’t.
As with many [...]
Do a Better Job Qualifying, Do a Better Job Selling
Here are seven qualification tips to help you do a better job qualifying your prospects.
