How are you and your organisation qualifying your sales opportuities today?  For many sales people (and sales managers), qualification is something that only happens when pushed for a forecast and is usually a “best guess” at … best. A robust qualification methodology has to be an integral part of any sales process and should be [...]

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Finding and creating sales is tough, particularly in this economy. So much time and effort is spent developing an opportunity yet little thought tends to go into the construct of the deal. Research has identified some troubling statistics. For example: Just 5% of organisations believe their sales people negotiate effectively A whopping 85% of organisations [...]

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