Qualifying Prospect: The Key to Sales Success
The third step in the sales process. Also called discovery or needs assessment. How to do it effectively.
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Setting Appointment: Strategies and Tips for Successful Sales Calls
The second step in the 7-step sales process. Easier said than done. The salesperson must possess many skills beyond cold-calling.
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Prospecting for Leads: Finding Your Next Customers
The first step in the 7-step sales process. What is it? How does a salesperson go about it?
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Sales Process or Cycle: The 7 Steps to Sales Success
How to achieve sales targets consistently. A sales process is a framework or roadmap that outlines the steps a salesperson takes to turn a prospect into a customer.
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Cold, Warm, and Hot Leads: Navigating the Lead Journey
Salespersons must sort and organize their leads at all times in order to ensure those are progressing systematically towards opportunities and at the fastest pace possible.
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Leads vs. Opportunities: Defining the Sales Journey
If salespersons are not clear on the difference(s) and sales teams do not agree on the same, then sales are ad hoc, pipelines questionable, and sales forecasts erroneous.
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Prospects vs. Leads: Decoding the Sales Funnel
Confusion reigns supreme. Are these the same or different sales concepts?
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Suspects vs. Prospects: Building a Quality Sales Pipeline
Salespersons ought to know the difference between suspects and prospects in order to ensure their pipeline is of high quality.
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