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    Blog Category // Opportunity Qualification (2)

    Advance or disqualify!

    Posted by Bob Apollo, Jan 12, 2021
    In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...

    A brief history of sales opportunity qualification

    Posted by Bob Apollo, Oct 27, 2020
    The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - ...

    Today’s 3 Frontline Sales Management Priorities

    Posted by Bob Apollo, Sep 24, 2020
    Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction ...

    How likely is your customer to take action?

    Posted by Bob Apollo, Jul 08, 2019
    One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably ...

    How does your CRM manage different opportunity types?

    Posted by Bob Apollo, Jul 02, 2019
    [This article was updated on 9-Jul-2019 to include the renewal opportunity type] Why do so many CRM implementations behave ...

    Hope is not a strategy - and ignorance is no excuse

    Posted by Bob Apollo, Apr 15, 2019
    Why do apparently promising sales opportunities go wrong so often? Why do close dates speed past, get reset and then repeat ...

    Sales Opportunity Qualification or Qualifiction?

    Posted by Bob Apollo, Apr 04, 2019
    Accurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales ...

    A Progressive Approach to Sales Opportunity Qualification [that isn't BANT]

    Posted by Bob Apollo, Mar 21, 2019
    Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and ...

    If you really want to shorten your sales cycle, slow down!

    Posted by Bob Apollo, Feb 20, 2019
    If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of ...

    Is your sales pipeline full of fatbergs?

    Posted by Bob Apollo, Jan 11, 2019
    The sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs ...
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