Posts about qualifying

Here's a radical idea - let's have your sales team qualify opportunities before you prepare a...

All of the work your sales people are doing at the front of the sales process (identifying the...

An article in today's Wall Street Journal caught my eye, "Science Reveals Why We Brag So Much." ...

If you are the person who signs the checks (the President, CEO or business owner) for all of the...

What would your revenue look like if your sales team had one extra day to sell every year?  This...

My friend and client Bob Scherer took an exercise I had given to his sales team one step further...

The first thing a sales person needs to do to listen more effectively is to stop talking. We've all...

Many sales people struggle with how to handle pricing objections because they fail to build the...

When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many...

Sales people who use logic to convince their prospects make selling a lot harder than it needs to...

How accurate are your sales forecasts?  I met with a CEO last week who told me that when he cuts...

Do you remember the last time you closed a big deal?  Or maybe you closed two or three in a row,...

Crucial Step #3:  Evaluate every candidate with a sales-specific assessment tool and confirm the...

Crucial Step #1:  Be very clear about what you want in a sales person.  Think carefully about what...

Congratulations!  You finally got your budget to hire a new sales person approved and you’re ready...

How often do you respond to a prospect’s objection with “Yes, but…” and turn an intelligent...

Why do some sales professionals convert more business than others? What do they do in their sales...

This week I've asked several discussion forums a few basic questions about how they qualify...