How to Develop Qualification Criteria Guidebook Launch
March 1, 2009 by Michael
Filed under Sales and Marketing Kaizen
Make Salespeople 25% More Productive in 90 Days or Less
Michael Webb and Bill Bentley explain their discoveries around sales qualification criteria. It turns out that the concept of sales qualification has a lot in common with the concept of quality – if you define your qualification criteria in terms of observable characteristics. This presentation outlines the foundation Read more
How to Make Salespeople 25% More Productive in 90 Days or Less
You probably have salespeople working overtime right now on deals that will be:
- bad business if you win them (too much trouble, not worth the revenue)
- lost to a competitor
- lost to no decision
If you’ve been around professional sales organizations for a long time, you already know that poor salespeople ignore qualification criteria; good salespeople, and Read more
Clarifying Things That Count: How to Use Qualification Criteria to Improve Your Salespeople’s Results
The primary reason why the scientific method works is that it relies on observable facts and data to drive clarity and specificity of language. In practice it means working with people to clarify specific aspects of reality so they can be counted.
Making Sales and Marketing More Visible and Measureable
Unfortunately, in sales and marketing Read more
