Chapter 5
Qualify Their Interest
Sales Expansion Loop: Qualify
A smile always crosses my face when I’m facilitating workshops on how to sell inside a target opportunity and I ask my audience: “How do you qualify whether to pursue a deal or walk away?” I smile because the answers are always thoughtful and based on shared experience that has allowed the topic of sales qualification to enter the common vernacular, whereas 15 years ago a repeatable framework for doing this was something most road warriors were learning for the first time. I get a genuine kick out of seeing the profession achieve milestones like this. Their answers, sometimes in ...
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