Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get "runs on the board" and earn the respect of the more experienced and successful members of the team, it is difficult to walk away from any opportunity if you believe you have the remotest chance of winning it.
However, it is essential that more seasoned professionals fully understand both the value and importance of rigorous objective qualification, not just at the front end but right the way through the sales cycle.
Here then are some thoughts on why I believe rigorous opportunity assessment is so important at the front end. This week's FREE Ebook for you.
Today's News: During a series of conversations with some members of The Top Sales Experts team in January, we decided that we would do something very special for charity at Christmas this year.
To my surprise, several of the more mature female members were insistent that we should take our inspiration from the Calendar Girls, and do something quite risque. A few of the guys were less keen, but I finally persuaded them and so we began the photo-shoot in February. I thought you might like to see how we have been getting on?
Simply click on the banner below - and have a nice day y'all!
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