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Sales Qualification – the Secret Move in Selling

Sales Qualification is the fundamental discipline in selling and sales management. This category explains how to use qualification in your sales process and suggests strategies for improving sales team performance. Done properly it tells us how to win the business and when to walk away if we’re not going to. Our Sales Qualification the Secret Sauce tutorial explains how you can use it to take control of sales opportunities.

Answers to Questions You Didn’t Know to Ask
You already know about selling, but maybe managing sales is a different matter. How about an introduction to the philosophies, strategies, and processes used by professional sales managers? That’s what you’ll get from our eBook Succeeding In Sales Management – Preview and Buy Here

Sales Managers Survival Guide – Review Questions

Sales Manager

Every Sales Manager needs a set of questions they’ll use to review their sales reps pipelines and qualify the deals in them. Those questions will tell them the probability each deal will turn into a real sale, and highlight risks of losing out to competition, or of the sale not going down. Ideally the same [...]

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When Are You Going to Get That Deal

Sales Qualification

In qualifying a sales deal WHEN a decision will be made is just as important as HOW that decision will be made, WHO will make it and WHY they’ll make it. If the prospect doesn’t have a time frame planned it probably isn’t going to happen, for anybody. So these are 4 of my main [...]

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Qualifying Sales Deals With On-Line Forms

Sales Qualification

Sales qualification can be achieved quickly, and cheaply, using on-line forms.   In our case that means Webrequest, our “swiss army knife” approach to collecting information. Here’s a real life example of how Paul uses it to qualify his sales opportunities, increase his win rate and reduce his costs of sale. Paul’s a specialist.  There’s very [...]

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Questions to Qualify the Sale

Sales Qualification

Qualification is the fundamental step in the sales process. At some point every sales guy has to decide whether the deal can be won, and whether the winning will be worth the cost. This isn’t personal – it’s business. Expert sales guys don’t chase every deal. They’ll only go after sales they can win. They [...]

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The Worst Problem When Selling

Sales Qualification

My worst problem when selling is prospects who won’t close deals. That’s why I’l work like crazy getting the sales qualification and process right for each sale. Selling can be a lot of fun. It can also be a pain in the ass. Some people claim they enjoy the thrill of the hunt, the chase [...]

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Sales Qualification in Pipeline Management

Sales Qualification

Sales Pipeline Management can make a big difference to a small business’s bottom line, but it has to be the right pipeline management. So what is the right pipeline management? Lots of people talk about it, but not many really understand the subject. Based on ways popular software works they’ll think it’s about sales forecasting. [...]

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Qualifying Sales By Coaching

Sales Qualification

The Sales Professional who really knows his trade evolves into a coach – helping the client to buy in the best way and get the best result. Like most of the stuff you’ll find in this blog this concept is counter intuitive, counter cultural – it doesn’t make sense! After all there’s so much B/S [...]

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Sales Qualification Checklist and Probability Calculator

Sales Qualification

Sales forecast with weighted probabilities is the professional sales managers primary system for tracking sales deals. Those weighted probabilities for inclusion in the sales forecast can be calculated in various ways but our preference is a standard set of rules which get applied to every deal, every time. We use the sales qualification checklist to [...]

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Sales Qualification – Why and How to Qualify Sales Opportunities

Reengineering Sales

Sales Qualification – why do we need it and how do we qualify sales properly? Proper qualification not only tells us our chances of winning. It also tells us how to win. It helps us plan the ground we’ll compete on, and move the prospect in our direction. It helps us choose contingency plans for [...]

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