Published by : Frederic Lucas
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.
Published by : Frederic Lucas
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:
The blog the science of sale is dedicated to business leaders and sales leaders who are looking for the best practices to build, recruit, coach, train, evaluate, motivate and remunerate their sales teams and improve sales performance.
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