Posts about qualifying
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...
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...
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...
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 Leap Every Year!
What would your revenue look like if your sales team had one extra day to sell every year? This...
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...
Effective Sales Listening
Are You Selling Price or Building the Case for Value?
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...
Sales Advice From Mr. Spock - Use Emotion Not Logic
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...
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...
Crucial Step #3 For Hiring a Sales Person
Crucial Step #3: Evaluate every candidate with a sales-specific assessment tool and confirm the...
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...
Hiring a Sales Superstar: 3 Crucial Steps
Congratulations! You finally got your budget to hire a new sales person approved and you’re ready...
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...