Sales Qualification

The Challenge

Qualifying opportunities is one of the most difficult of all sales tasks.  Most salespeople are optimists and see the light at the end of the tunnel (even if it is just a match).  However, being objective and being able to walk away is key to qualification.  Qualifying is not a one-time activity but needs to be continuously done at each step along the sales cycle.  The longer the sales process has gone on and the more we have invested, the more difficult this becomes.  However, it is better to walk away, cut your losses and put your remaining energy into finding and developing a new opportunity than to hang on until the bitter end, wasting time and resources.

There are many aspects to qualification, and not all are appropriate for each deal, hence the challenge.  Sales is all about dealing with people, their agendas, and personal likes/dislikes.  Because organizations are made up of people, and people are all different, there are no simple rules to qualification. Still, there are personal signals one can be watching for and validating.

How We Can Help

We bring the experience of having worked on thousands of deals with people all across North America and bring this experience to help you develop good qualification skills. Our goal would be to alert your team for key signals and critical attributes that make up a decision. Decision-making is a pattern that humans follow, and if you know what to look for, you can increase your qualification skills and the probability of winning.

Sales Qualification

The Challenge

Qualifying opportunities is one of the most difficult of all sales tasks.  Most salespeople are optimists and see the light at the end of the tunnel (even if it is just a match).  However, being objective and being able to walk away is key to qualification.  Qualifying is not a one-time activity but needs to be continuously done at each step along the sales cycle.  The longer the sales process has gone on and the more we have invested, the more difficult this becomes.  However, it is better to walk away, cut your losses and put your remaining energy into finding and developing a new opportunity than to hang on until the bitter end, wasting time and resources.

There are many aspects to qualification, and not all are appropriate for each deal, hence the challenge.  Sales is all about dealing with people, their agendas, and personal likes/dislikes.  Because organizations are made up of people, and people are all different, there are no simple rules to qualification. Still, there are personal signals one can be watching for and validating.

How We Can Help

We bring the experience of having worked on thousands of deals with people all across North America and bring this experience to help you develop good qualification skills. Our goal would be to alert your team for key signals and critical attributes that make up a decision. Decision-making is a pattern that humans follow, and if you know what to look for, you can increase your qualification skills and the probability of winning.

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