Business Perspectives: Qualify Sales Opportunities to Win Sales Opportunities
Qualify Sales Opportunities.
Win Sales Opportunities
From the Business Perspectives Series of
Sales & Marketing Advisories
for Small and Mid-Size Business
Appropriate Targeting =
Effective Sales and Marketing Activities
Identifying your ideal customer
How can you reach them?
Once reached, how should you proceed?
Adoption and Enforcement of a
Consistent Qualification Process
is Key To Successful Sales
Qualify at the start of the sales process
Use qualification to know which steps to take and
Know when to qualify out as well as in
– To improve sales productivity
Consistent Qualification Improves
Clear and consistent approach to opportunities
Uniformity of information
Solid foundation to make investment decisions
Appropriate resource utilisation
Demonstrating sales professionalism to the prospect
Qualification Fills the Gaps
....Giving You Information That:
Leads to an action plan
Identifies where to spend time and resources
Answers key questions
– Does your solution solve the problem?
– Is it the preferred choice?
– Can you win?
– Will the effort involved outweigh predicted revenue?
A Repeatable Qualification Process Delivers:
Uniformity of approach throughout the sales team
Relevant CRM information to support the sales cycle
Ease of knowledge share with team members
Sales Success....For the Sales Person
Process-driven deal maximises win rate
Builds confidence internally and externally
Ensures accurate preparation for each stage
Sales Success....For the Sales Manager
Accurate forecasting and revenue predictions
Best use of time and resource
Provides opportunities for mentoring
Support the Qualification Effort
with the Right CRM System
Timely and relevant access to the right information
Built-in metrics assist with the qualification process
– Prompts for the relevant information
Ensures consistency across the organisation
Not just a data repository system; a sales enabler
Give Your Opportunities a MEDICAL
MEDICAL is a powerful, structured qualification process
7 easy to use steps
Each step logically helps to create an accurate picture of
the sales opportunity
For consistent qualification in every deal
View Next: ‘Give your Sales Deals a MEDICAL: 7 Easy Steps’
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