Posts tagged with: qualifying

Years ago, when I last was a sales executive in traditional employment, I got into an interesting round of corporate politics with our VP of marketing over 800+ sales leads they provided my organization. The way the discussion was framed at a...
Continue Reading →
More on creating and managing an accurate sales forecast: be sure you understand the driving mechanism in each opportunity. A driving mechanism is the thing driving a decision maker to make a purchase decision in a given time-frame. Without it,...
Continue Reading →
There are a lot of things a CRM solution can do to help a company stay organized, share information, and track performance. None of which this post is about. This post is about the thing I can’t find a CRM...
Continue Reading →
There’s a point in every sales meeting when the wrap-up hits on the issue of whether or not there’s anythign more to talk about. When that moment arrives, I like to ask the prospect this question: To help me best...
Continue Reading →
When I was a sales manager reviewing a sales forecast and later in my career a sales executive reviewing major opportunities with my management team, I’d focus discussion on the qualifying process of each opportunity. The reason is poorly qualified...
Continue Reading →
In school we’re taught it’s the answers we give that matter most – the fastest hand raised is most often praised as being the brightest and best. The objective is to give the correct answer as fast as possible. But...
Continue Reading →
“It’s a complicated offering and we really can’t get through it in less than an hour.” That’s what I was told by a start-up technology company I met with at the request of a friend. My friend, the majority investor...
Continue Reading →
I recently had a conversation with a coaching client about their sales activities — they call on CxOs selling business unit analysis solutions. They shared with me their meetings seemed to be “going great”, but they are not converting near...
Continue Reading →