Only Play to Win
When markets are tough there is always a danger that sales professionals pursue “anything that breathes” rather than spending their time developing new prospects and good business you know they can win. So our questions for you today are:
• Are you sure your sales team is spending its valuable time on the right “opportunities?
• Are you balancing your head and your heart in decisions about where to spend your precious selling time?
In this episode we take a hard look at qualification, how to decide if your sales team should engage, and the decisions you need to take at this critical moment in the sales cycle.
Published - November 2008
ChangeBEAT ToolKITs
If you want to increase the effectiveness of your qualification process, particularly if you are in the technology business, click on the link opposite to view ChangeBEAT's ExecKIT ToolKIT on qualification. For just £19.99 you can download a full briefing and a step-by-step guide to structure and plan an effective qualification process.
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