Tag Archives: Lead identification

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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4 sources for identifying leads in complex B2B sales

In many industries, like management consulting, professional services, financial services, and information technology, companies are involved in complex projects that engage large on-site staff over an extended period of time. These companies have extended capabilities to engage in a wide variety of work.

For information technology companies, management consulting firms, and financial services firms, like all other professonal services firms, mining every possible asset for identifying and qualifying leads has significant revenue and profit payoff. Continue reading

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Sales excellence begins at the beginning – identifying leads

Companies cannot rely on Marketing as the sole source of leads in today’s competitive market – Sales needs to be in the game. This post provides best practices.

When Sales joins the contest, they must come equipped with a plan of action.
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Developing new business – 6 best practices

The skill set that reps felt was most challenging was: Developing New Business. As an aside, it was interesting that Establishing Relationships and Uncovering Needs was the area where the reps reported they were having the most success. Continue reading

Posted in Sales Best Practices, Sales Process, Sales Training, Selling Economic Value, Selling Value, Uncategorized | Tagged , , , , , , | Leave a comment

Lead identification – exploring where success beings

This blog focuses on lead identification in B2B major sales, including thee best practices for lead identification. Continue reading

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