To qualify your lead, you need to assess their fit for your product or service and their decision-making authority. You want to identify prospects who can and want to buy what you offer. This will help you avoid spending time on unqualified leads who are unlikely to convert. One of your main goals is to […]
Qualify Prospects Using The BANT Sales Methodology Read More »
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
Best 7 Step Sales Discovery Call Structure To Qualify Prospects Read More »
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
10 Sales Needs Analysis Questions You Should Always Ask Prospects Read More »
In this episode of Selling in Asia, we get a front-row seat to the experiences of our Sales Representatives Huan Song and Trista McIver’s use of applying the BANT methodology to qualify leads in real-life selling situations. Huan Song is a SOCO Certified sales trainer, blended learning coach, and curriculum designer. Whereas Trista McIver is
While I was in Vancouver, Canada recently I met up with fellow podcaster Collin Stewart from the Predictable Revenue Podcast to talk about outbound sales and what it takes to qualify prospects. In this episode, we talk about different qualifying criteria and methodologies including MEDDIC and BANT. Tune in next week where we share what
What It Takes To Qualify Prospects with Collin Stewart Read More »
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,
Sales Qualifying Methodologies – Comparing BANT MEDDIC and MEDDPICC Read More »
Sales teams constantly search for the most effective way to close deals and increase revenue. But with so many leads to pursue, it can take time to prioritise which ones are worth pursuing. Thankfully, the MEDDIC sales methodology has emerged as a popular solution to this problem. By focusing on critical criteria, B2B sales teams can improve
Boosting Sales Success with Hot Leads: MEDDIC Sales Methodology Guide Read More »
Identifying people as prospects (prospecting) is a very important aspect of selling. You qualify your prospects by asking three questions. I call these the 3 ‘As’ of qualifying: Always keep these three questions in mind and keep refining your prospect list to help you avoid wasting time calling on people who are unlikely to do
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