Tag Archives: lead qualification

It’s bad selling to pursue bad business – An STC Classic

Too many salespeople spend too little time selling and too much time doing stuff that either needs not be done or should be done by others. So let’s not make the problem worse by spending the sales time available pursuing bad business. One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Continue reading

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Increasing sales productivity – 7 steps to improving lead qualification

different customer organizations play different roles in any particular type of opportunity. Depending on the role and perspective, the players will have Different sense of value, different concerns and different challenges. And, they may have a different view of your capabilities. This blog contains 7 steps for improving lead qualification.
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Pipeline management – make sure what you’re chasing is worth catching

As sales people continue to get decreasing access to potential customers, lead qualification is growing in importance. This blog introduces best practices for sales qualification. Continue reading

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