Lead Qualification

Best 7 Step Sales Discovery Call Structure To Qualify Prospects

Getting to know someone, particularly over a call, can be daunting. In the case of lead qualification, it’s necessary to build trusted relationships with prospects so that you can get to know them and introduce them to your business. But, it’s challenging to pick up the phone and call a stranger, and you want to …

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10 Sales Needs Analysis Questions You Should Always Ask Prospects

Too many salespeople try to sell before understanding prospects’ most pressing challenges. To illustrate, can you imagine a doctor giving you a prescription before understanding your symptoms? Of course not. That’s why salespeople create a needs assessment, also known as a sales needs analysis. We use it as a checklist or diagnostic tool with our …

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qualify your leads

Sales Qualifying Methodologies – Comparing BANT MEDDIC and MEDDPICC

The Importance Of Comparing Sales Qualifying Methodologies When leads are qualified properly, less time is wasted on people not likely to buy from you, so you can hone in on the ones who are. This is why sales qualifying methodologies are imperative to your strategy. I recently met up with Collin Stewart from Predictable Revenue, …

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Using the MEDDIC Approach To Qualify Prospects And Acquire Customers

Each year, B2B sales teams waste countless hours pursuing unwinnable leads while, at the same time, failing to reach out to qualified buyers. Such an approach is not the most effective use of employee time and company resources. Using the MEDDIC sales methodology for customer acquisition can dramatically improve your sales figures.  What is the …

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