Archive: Qualifying
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Jun 01, 2010
No CommentsIn challenging times, “velocity” matters!
Early this year I read an interesting article from John Cousineau’s blog entitled, “In Sales Productivity, Velocity Matters”. It was interesting and also described something that I believe wholeheartedly. The speed with which you act is the most important factor within your control! In good times this may seem to be less important, but when...
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Apr 11, 2010
No CommentsYou are the product manager!
I talked through a recent deal with a buddy where he faced a tough competitor – actually a stronger company and product. The details do not matter too much – he basically found out during the sales process that the other guy had a distinct advantage. The trick here was that there was not one...
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Jan 19, 2010
2 CommentsScariest question in the world
I saw this tweet from the Go for No people about just not being afraid to ask a question. I’d say it even stronger…..ask the question you are most afraid to ask. You know what the question is when you are talking to someone. You’ve probably tried to ask “around” this question a bunch of...
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Jan 06, 2010
No CommentsPassing off from marketing to sales
I saw this blog posting on The Bridge Group’s website about when and how to transfer leads from marketing to sales. The post covered the topic well: how do you deal with “leads” generated by the marketing team and how do you manage the process of getting these leads to the sales team. The song...
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Dec 14, 2009
No Comments5 ways to warm up Cold Selling!
I was recently reading a post from one of my favorite bloggers, Pat Flynn, entitled “Cold Selling Sucks – 5 ways to Build a Relationship With Your Traffic“. Pat’s blog, Smart Passive Income, is interesting because he is one of the few bloggers to be so upfront about the income he makes and from where. ...
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Dec 02, 2009
No CommentsSelling and religion
I read an interesting post about some comments from a GE business unit CIO on open source. Basically, this CIO said open source is dangerous – not enough to run business on. He referenced ERP systems and Oracle databases as apps that can never be “open-sourced.” This blog is about selling, so I’m not going...
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Oct 07, 2009
No Comments3 signs for a qualified opp
It always seems to start with Salesforce – someone has to decide when to put an opp in the system. I’ve lived through all the gameplaying people who get nervous to put an opp in there….the point here is to figure out what is the bare minimum for a qualified opp. Basically, I came up...
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Oct 02, 2009
1 CommentThe Power of Asking!
I deal with different sales people, various customers, and services and technical people both at my company and at the companies I am selling to, and when things get difficult I constantly rely on the Power of Asking! Want to know if a customer is going to buy your software? Ask them! Is the customer...
