sales_coach

Sales Qualification – Understand the Process

Sales Qualification

If the prospect can’t explain his process, the sale most likely won’t happen. Lack of process may be an opportunity, as well as the obvious threat. Maybe we can suggest a process, guiding the scope and selection. We’ll add value through consulting on how to buy the right thing, the right way.

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Sales Qualification 5 Questions About Money

Sales Qualification

Sales qualification shouldn’t only be about checking there’s a budget but questions about money are a vital element of the process – understanding the opportunity and deciding how to win it. Asking questions about money can be difficult for sales guys, especially newbies so its important we find ways to ask those questions as part [...]

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Sales Qualification – Understand the Competition

Sales Qualification

Once we’ve figured out all the potential solutions we need to get our story straight. We can’t do that until we understand what the competition will be saying.

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I Didn’t Think We Would Win

Sales Coach

A particularly bombastic branch manager, new to the job, smugly walked around the sales floor asking “OK, who’s sold something today?”.  The business was enterprise software, and proposals didn’t close every day.  The floor was so quiet we could have heard the pin drop.

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Sales Masterclass Video

Sales Coach
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Qualify Sales Opportunities With This Checklist

Sales Qualification

Qualify sales opportunities with a checklist to make sure you have all the bases covered. Accurate sales qualification helps us make sure we only invest our time in deals we want to win. Thorough sales qualification will show us which elements of the deal we need to work on. Continuous qualification helps us stay on [...]

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Plan > Action > Review

Front Office Box

Built Into Front Office Box The basis of just about all management theory published over the last fifty years has been the work of a Frenchman, Henri Fayol.

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Beware the serial prospect.

Sales Coach

Some prospects aren’t serious about buying anything, from anybody. Professional sales guys watch out for these “serial” prospects – pretend buyers who enjoy the limelight and attention of desperate sales people. They are wary to stay away from the time wasters. Generally people seem to do everything they can to avoid sales people, until they [...]

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