Stop Qualifying, Start Disqualifying
Every seller has been told, trained, coached and coddled to qualify his sales opportunities. The better you are at qualification the more productive you’ll be. The past several years I’ve seen a few books and sales methods that recommend ‘getting to no‘, ‘starting with no’, or just ‘saying no.’ No kidding. I like this theme [...]
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 )Hit the ground running in 2011
With another year of selling behind you, the important thing to remember is it’s gone. I salute you if you had a great year and I’m sorry if your year didn’t turn out as you wanted. For this new year all runners line up at the same starting line once again. The sales numbers might [...]
Read Full Post | Make a Comment ( 3 so far )
