Qualify or Disqualify? That is the question.
I struck a chord with many of you last week when I blogged about the mindset of ‘qualify’ versus ‘disqualify’. Therefore I have disqualified a few upcoming blog topics in favor of writing more about this comparison. In my search I looked for clarity in the definitions of qualify and disqualify. To qualify is ‘to [...]
Read Full Post | Make a Comment ( None so far )Stop Qualifying and Start Disqualifying Part 2
Recently I wrote a blog on qualifying sales opportunities. I suggested that you take a disqualifying approach to qualification. It makes you more productive. One of the ways to make a shift to disqualification is to change your view of ‘qualified’ as a binary thing – that is, shifting your thinking from ‘the sales opportunity [...]
Read Full Post | Make a Comment ( 4 so far )Are your sales reps chopping enough wood to survive the winter?
Would your reps survive a life on the range in the 1800s? Several years ago Public Television sponsored a competition called Frontier House. Several families traded in their comfortable homes and modern day lifestyles for a life in 1880s Montana. From late spring to fall they lived the frontier experience, Montana style. No modern nothin. [...]
Read Full Post | Make a Comment ( None so far )Sales Velocity and the Funnel
One of my clients, a director of sales, gave me solicited input in a meeting I was preparing to facilitate for him and his colleagues and the VP of Sales last year. This was an existing Funnel Principle client looking for ways to leverage the system they installed a few years earlier. “Let’s make sure [...]
Read Full Post | Make a Comment ( 2 so far )Taco Tuesdays for Better Sales Funnel Coaching
Our chief want in life is someone who will make us do what we can. Emerson Do you dread the question ‘What’s for dinner tonight?’ I’ve got a house full of people who are constantly coming and going. Me for one (often gone), my wife with her own career, two teenage daughters active in school [...]
Read Full Post | Make a Comment ( 1 so far )What a Teenage Driver Can Teach You about Coaching
I absolutely believe that people, unless coached, never reach their maximum potential. Bob Nardelli, former CEO Home Depot So how do sales managers help their salespeople reach their maximum potential? By channeling your coaching efforts down three different paths: Promoting discovery Challenging assumptions Facilitating execution Today’s post explores the path of promoting discovery. I’ll relate [...]
Read Full Post | Make a Comment ( None so far )For all the Warrior Sales Managers out there…
This blog entry is for the warriors out there, the sales managers. The past several blogs from The Funnel Principle have been directed at salespeople and the opportunity that this time of year gives them to review, renew, and refocus on the upcoming sales year. I’ve suggested they take a little time to learn from [...]
Read Full Post | Make a Comment ( 6 so far )The Missing Link in Opportunity Management
If you want your salesforce to be more effective at working sales opportunities through the process, the missing link could be the sales funnel. Let me say it another way – using the funnel can help your sellers be more effective at qualifying and winning sales opportunities. Recently I talked with a prospect, the VP [...]
Read Full Post | Make a Comment ( 2 so far )Secret Funnel Habit Number 4: Funnel Audits™
I have to admit. It’s going to be hard for me to avoid writing all day about my favorite topic, Funnel Audits. I’ll do the best I can. I believe this is the most powerful funnel habit you can have. The reason I love Audits so much is that they’re proven to be the glue [...]
Read Full Post | Make a Comment ( 1 so far )Habit #3: Use Your Sales Funnel to Drive Deal Reviews
Secret Funnel Habit Number 3: Use Your Funnel to Drive Deal Reviews When your sales funnel is designed correctly, it’s a great tool to set strategies for qualifying and winning sales deals. Correctly designed funnels have stages that map to the customer’s buying process. What constitutes a correctly designed funnel is a topic all by [...]
Read Full Post | Make a Comment ( 1 so far )« Previous Entries
