Opportunity / Qualification Methodology

Our rules…

• Short and sweet.  Respect for your time
• We deal with Get Its.  You either will or not.
• We never rule out the value of technology, but we also believe in Clarity and Simplicity

In the B2B / Industrial world, there are two good things for a salesperson... a YES or a QUICK NO!  The slows NO'S kill salespeople and companies.  Still true in the AI world.

There are all kinds of technology tools that scour the marketplace looking for people who are looking for ‘something.’  We imagine that there is a connection to us and our products.

'So called' AI is used to project qualification.

We don't discount the value of these tools at all!  Some are kind of cool!  But….

The odd large commercial supplier has taken their entire sales process and mechanized it, successfully.  Most fail at some level.  Leaders in these organizations sometimes give in to technology for lack of a better, basic idea or wishful thinking.

If you are the exception who has made commercial mechanization work, don't bother reading any further.

Even with all the technology in the world, someone usually needs to talk to someone... at least in B2B situation.

This is normal unless it is a very simple or low value deal.

Push selling is either dying or dead, but most so called B2B Salespeople don’t know it yet and they cry about the lack of ability to find good leads and to “sell” to them.  This is a core problem for another discussion.

Qualification is a human process.  Selling is still a HUMAN process.

If you fail to qualify:

• Push away good opportunities
• You may chase prospect who may be nice people but have no real interest or ability to do business with you
• You may waste a ton of time chasing the wrong lead or the wrong person
• Your earnings may never reach your potential
• Your employer may also not earn what they should
• Your time will be unsatisfying or unrewarding and your reps will probably quit
• You may invest all kinds of time and money, only to find out too late

What you might get if you qualify and understand your REAL value proposition

• Understanding of the prospect’s REAL needs... not just what they put in an email
• Understand the Decision Team and how each decides
• What is important to each member the Decision Team
• The organizations priorities
• Ability to pay
• Budget
• Developmental Criteria
• Support Needs
• How they view VALUE and how they Value
• And so much more

Sometimes slowing down at some stage means hurrying up where it counts!  Sound crazy?

Even with so initially poor opportunities, if we know what questions we need to ask and who we need to get to know we can improve this opportunity or to know to discard it?

The Challenge?

• Enthusiastic, well-meaning Salespeople often chase poor quality leads.... it's normal
• Sales Leaders tend to look at pipeline population rather than quality... deluding themselves

Is this Rocket Science

• NO and it shouldn't be
• This is a personal necessity for salespeople and a conversational activity for leaders

Our process is value proposition focused and sales process anchored.

The detail is too much for a short article and I hate long articles.  So…

If you 'get it,' maybe we should talk?  dougmc@telus.net or book a half hour intro at https://my.timetrade.com/book/T96WK

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