This document outlines the importance of sales qualification through a four-step process: assessing opportunity, competition, ability to win, and the value of winning. It emphasizes avoiding assumptions and the necessity of clear communication regarding requirements and criteria. The author, Mike McCormac, leverages over 15 years of IT services sales experience to advocate for strategic sales practices.

1. SALES
QUALIFICATION
Don’t be fooled.
Be real

2. WE’LL COVER…
• Why qualification
matters
• Simple four step
process:
 Is there an opportunity?
 Can we compete?
 Can we win?
 Is it worth winning?
• No guessing

3. QUALIFICATION MATTERS
• Don’t be fooled (leave
those happy ears at
home)
• Don’t waste time on
lost causes
• Forecast accurately

4. IS THERE AN OPPORTUNITY?
• Is:
 The customer's
requirement clear?
 The customer's financial
condition good?
 There access to funds?
 There a compelling
event?

5. CAN WE COMPETE?
• Do we:
 Know the formal
decision criteria?
 Have a solution fit?
 Have the resources to
complete the sale?
 Have a current
relationship with the
right people?
 Provide unique business
value?

6. CAN WE WIN?
• Are we:
 Supported inside the
customer?
 Trusted and credible?
 Compatible culturally?
 On top of the informal
decision criteria?
 Aligned politically?

7. IS IT WORTH WINNING?
• Do we understand:
 The short term revenue?
 The future revenue?
 The profitability?
 The degree of risk?
 The strategic value to
our company?

8. NO GUESSING
• If you don’t know, ask
• If you don’t
understand, ask why
• Slow down for amber
• No is better than
maybe

9. QUALIFICATION IS CRITICAL
• Don’t be fooled
• Simple four part
process
• No guessing

10. MIKE MCCORMAC
About Contact
• Mike McCormac founded Sales • Connect on LinkedIn
Success and More to help • Follow me on Twitter
professional sales people selling • Email me
high value services achieve more
• Phone +357 99 860725
• He has an MBA and his sales
background includes over 15
years success selling IT services
and outsourcing
• Mike works mainly in the UK and
Cyprus

11. SALES
QUALIFICATION
Don’t be fooled.
Be real