Category: B2B SALES QUALIFYING

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Is a Qualified Lead the Same as a Qualified Prospect?

Is a Qualified Lead the Same as a Qualified Prospect? Assuming a qualified lead is the same as a qualified prospect is one of the many aspects that cause sales reps to have a sales pipeline fail to reach its projected forecast. In this blog post, I will quickly break down the difference between a […]

The 5 Decision Making Roles Every Sales Rep Needs to Know

Sales Qualifying: The 5-Decision-Making Roles I recently did an interview with Darryl Praill of VanillaSoft – where I mentioned that every prospect will fit into one of five roles as it relates to their position as a decision-maker. This quick video explains this a little further. To access the phone sales training course I mentioned, […]

Qualifying Prospects Over the Phone? How and When to Bail

Qualifying Prospects Over Phone? There are going to be times when you the salesperson need to end the call and move on. So how do you bail on a sales call and still keep the possibility of a future deal, alive? And how will you know if you should bail, or push on? This sales […]

Qualifying Sales Leads Before the Demo

Qualifying Sales Leads Before the Demo I was on a “sales qualify call” with a prospect that perfectly matched my ICP (Ideal Customer Profile). They were in the right industry, had the right annual revenue, location, employee size and they had a major problem that I specialize in solving better than anyone else: They had […]

How to Qualify a Sales Prospect

“I need to know how to qualify a sales prospect. What telltale signs to look for to know if a prospect is qualified?” This sales question is a curious one to me because it makes me think that the salesperson doesn’t understand the definition of “qualify” a prospect. If they did, this would not be […]

WHEN PROSPECTS SAY, "We’re Considering Other Options"

“When making follow-up calls, how should I respond when a prospect says they haven’t made a decision yet and that they are still considering other options?” The problem is this… 98% of the time this objection is a stall. I prefer to ELIMINATE these types of stalls from happening, rather than try and deal with […]

Qualifying: The Warm Lead Challenge

“I have too many prospective requests coming in, and I’m finding it hard to keep up. Warm leads sometimes come in so fast and furious perhaps this is a good problem, but it can be somewhat frustrating, as I’d like to benefit from each request, although it isn’t always possible. What might you suggest?” No […]

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