Do you have difficulty qualifying enough sales opportunities that turn into revenue? Stop qualifying them, and start disqualifying them instead!
It is a change of mindset, but this vision follows the logic and shape of the sales funnel.
This may seem strange, but when you start from the negative, you have a positive attitude right away. We often talk about the qualification stage, when in reality, we should talk about the stage of disqualifying potential customers.
Sales managers often overlook a rep's ability to reach a company's decision-maker. It's a key sales success factor.
It takes more attempts to contact the decision-maker than it does to talk to a buyer, end-user or influencer in the purchasing process. However, the additional time required at the very beginning of the cycle is mostly offset by a shorter sales process when it's conducted directly with the key decision-maker.
There are two problems related to reaching decision-makers: