The word ‘qualification’ is mostly associated with qualifying leads coming into a sales team. By weighting a particular sales lead’s development and probability of success a sales person can use the most precious resource they have; time – time that they can use to develop and close more business. Yet, qualification can be used for [...]
Some great reading over the last few days across a number of sales blogs, all with interesting and insightful reading about the economy, and what sales professionals can and need to do in the face of it.
Let’s start with a take on the lay-offs announced by Google, over at Ask the Manager, in a post [...]
In order to help business owners and sales professionals who are struggling to find new opportunities, my colleague and friend, Wendy Weiss, The Queen of Cold Calling, has written a Special Report, Getting in the Door: How to Write an Effective Cold Calling Script. In this free report Wendy shares the powerful prospecting process that [...]
Over at the Sales Leaders Series, they have posted the first of their series of interviews with leading experts in various issues around sales on The Sales Leaders Interview Archives. The interview with Greg Blysniuk A Principal Consultant with TopLine Sales Compensation Solutions was originally captured on January 9, 2009.
Greg provides many insights on [...]
(Sales and Innovation version)
In the monthly newsletter edition of The Pipeline, published earlier this week, we lead with a piece called “Dialling for Prospects”. In it we made the case for cold call as a key part of success in B2B sales.
One of the pro cold calling arguments was based on a discussion with a [...]
