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Qualifying Opportunities
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Sales Opportunity Qualification
The secret to closing sales is doing a great job at the FRONT end of the sales cycle! In other words, it is the quality of the work that is done during the opportunity qualification stage of the sales cycle that will determine whether a sale will close, as well as how hard or easy it will be to close.
Doing a great job of opportunity qualification also minimizes the amount of time, energy and resources that are wasted on opportunities that will never close, or that will produce only marginally profitable (or unprofitable) business.
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How to Give Them What They WANT
by Art Sobczak
You've probably experienced the frustration of selling just to needs. You provide fabulous, "no brainer" business cases to support buying decisions, but prospects still don't buy. Why does this happen? . . .
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9 Steps to Close More Sales
by Tony Cole
Years ago, I was taught that "the close" is an affirmation of the conversations a salesperson has had with the prospect. Closing problems arise if the qualifying steps were not as strong as they needed to be to set up the closing in an effective way. . . .
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Lead Qualification Call Downs: Qualify, Qualify, Qualify
by Shannon Kavanaugh
What benefit do you get from your investments in lead generation if you don't "boil down" the records in your database from time to time to get rid of the "garbage" and ensure the remaining records represent happy customers and valid potential opportunities? This article walks you through a step-by-step process for performing this critical (albeit tedious) task. . . .
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How to Stop Wasting Expensive Technical Resources
by Alan Rigg
Do your company's salespeople have unlimited access to your company's technical resources? Do they take technical experts with them to first meetings with prospects? Does your management team make conscious decisions to allocate technical resources to opportunities, or do salespeople make those decisions on their own? . . .
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The Danger of Discussing Price "In a Vacuum"
by Alan Rigg
What kind of response do you usually get when you present the price of your company's products or services? Do your prospects say, "Wow, that sounds cheap - how soon can I get it?" Or, is their response more like, "Oh...I wasn't expecting to pay that much." If you get the second response with any regularity, the problem may be that you are discussing the price of your product or service "in a vacuum." . . .
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Closing Sales: How to Close More "I Want" Sales
by Alan Rigg
What is the primary driver for demand for your product or service? Is it need or want? This is an important question because the sales process can differ substantially based upon which situation you are dealing with. . . .
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