Sales Management Metrics: Qualifying and Needs Analysis

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 4 –…

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Are your salespeople DIS-qualifying your prospects? They should be!

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 2 –…

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Are you getting the right (qualified) sales meetings?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 2 –…

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Qualified Exceptions

Generally speaking, you should never move forward with a prospect until you qualify them. However, no generalization is ever right all of the time, including this one. In my blog, book, sales practice, consulting practice, sales training sessions, etc., etc., etc., I come down pretty hard on the foolishness of moving into needs analysis, proposal…

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The Meal Meeting

Over a 20+ year business career, I have a few small tricks that just seem to work every time. Here is one of my favorites. When you have a business meeting that takes place during the course of a meal in a restaurant, when is the right time to start talking business? If you get…

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