Qualification & Discovery
Posts about Qualification & Discovery
Qualification & Discovery
Creating a Client Scorecard
We have been working with a lot of our middle market clients lately on implementing or refining...Qualification & Discovery
Building a Profitable Sales Process - Qualify the Opportunity
Here's a radical idea - let's have your sales team qualify opportunities before you prepare a...Qualification & Discovery
Building a Profitable Sales Process - Make Every Appointment Count
All of the work your sales people are doing at the front of the sales process (identifying the...Qualification & Discovery
10 Steps to Building a Profitable Sales Process
Nearly every CEO we meet with struggles when we ask "Tell us about your sales process." If you have...Sales Hiring
Harvard Study Explains Why Sales People Talk Too Much
An article in today's Wall Street Journal caught my eye, "Science Reveals Why We Brag So Much." It...Qualification & Discovery
Top 5 Mistakes Your VP of Sales Makes at Trade Shows
If you are the person who signs the checks (the President, CEO or business owner) for all of the...Sales Hiring
Sales Leap Every Year!
What would your revenue look like if your sales team had one extra day to sell every year? This...Qualification & Discovery
Sales Focus - The $2,000 Cup of Coffee
My friend and client Bob Scherer took an exercise I had given to his sales team one step further...Qualification & Discovery
Effective Sales Listening
The first thing a sales person needs to do to listen more effectively is to stop talking. We've all...Qualification & Discovery
Are You Selling Price or Building the Case for Value?
Many sales people struggle with how to handle pricing objections because they fail to build the...Qualification & Discovery
Customer 2.0 - Death of Your Sales Team?
When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many...Qualification & Discovery
Sales Advice From Mr. Spock - Use Emotion Not Logic
Sales people who use logic to convince their prospects make selling a lot harder than it needs to...Qualification & Discovery
Sales Forecast Management - How Strong Is Your Revenue Pipeline?
How accurate are your sales forecasts? I met with a CEO last week who told me that when he cuts...Qualification & Discovery
Keeping Your Sales Role Balanced
Do you remember the last time you closed a big deal? Or maybe you closed two or three in a row, on...Sales Hiring
Crucial Step #3 For Hiring a Sales Person
Crucial Step #3: Evaluate every candidate with a sales-specific assessment tool and confirm the...Sales Hiring
Crucial Step #1 For Hiring a Sales Person
Crucial Step #1: Be very clear about what you want in a sales person. Think carefully about what...Sales Hiring
Hiring a Sales Superstar: 3 Crucial Steps
Congratulations! You finally got your budget to hire a new sales person approved and you’re ready...Qualification & Discovery
Handling Sales Objections with “Yes and…” Instead Of “Yes but…”
How often do you respond to a prospect’s objection with “Yes, but…” and turn an intelligent...Qualification & Discovery
Are You Missing this Sales Secret?
Why do some sales professionals convert more business than others? What do they do in their sales...Qualification & Discovery