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    Blog Category // Opportunity Qualification (2)

    Sales Opportunity Qualification or Qualifiction?

    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]

    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!

    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?

    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

    The now increasingly discredited BANT (Budget, Authority, Need and Timeframe) approach to opportunity qualification ...

    Targeting your most valuable sales opportunities

    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

    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...

    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

    Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...

    Self-awareness and self-honesty in complex B2B sales

    Other than an appropriate level of product knowledge, what are the key attributes of a good B2B sales person? Interpersonal ...