Posted by on Wednesday, February 23, 2011
Training and coaching your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long-term success of your sales team and company. By understanding your salespeople’s natural fear of qualifying, you can better coach them to ask critical qualifying questions early in the sales cycle. Their productivity will improve, and you will achieve more sales in less time.
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