Skip to main content
BOOK A ZOOM CALL

    Blog Category // Opportunity Qualification (2)

    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 ...

    Why early engagement is critical to sales success

    Posted by Bob Apollo, Oct 16, 2018
    The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification ...

    Targeting your most valuable sales opportunities

    Posted by Bob Apollo, Sep 27, 2018
    Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing ...

    14 critical activities every sales person needs to master

    Posted by Bob Apollo, Jun 27, 2018
    Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent ...

    Our prospects are qualifying us, too...

    Posted by Bob Apollo, Jun 21, 2018
    Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related ...

    12 key sales qualifiers

    Posted by Bob Apollo, May 10, 2018
    Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...
    Outcome-Centric Selling Academy offer
    Subscribe
    Categories