Pipeline Management Sales Blog - Qualifying Prospects by Identifying Opportunities that are less than optimal

May 7, 2007

Increase your close ratio and effectiveness in the complex sales process by utilizing sales techniques that enable you to disqualify prospects earlier in the sales cycle that are not good Sales Opportunities. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to qualify prospects. Learn about profiling your customer, the process of “Getting to No”, the importance of getting the prospect to reveal the budget early, and how to avoid common mistakes such as making too many follow up calls.

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This weeks Master is:

Ron La Vine, MBA is president and founder of:
Accelerated Sales Training, Inc.http://www.ast-incorp.com/

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Sales Podcast Show Notes:

Direct Sales Opp - Content Management SW company. $100K base, $255K at plan. Prefer persons located in Boston - but territory covers North East Coast. Product automates translation of web content enabling companies to market globally at considerably lower cost.

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

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Listen to this weeks Sales Podcast

MP3 Stream Download MP3