Read the latest LinkedIn Sales Blog, by Julie Thomas, discussing a consistent process to quickly determine if an opportunity is worth pursuing.
We know that sales professionals who effectively qualify—and requalify—opportunities are more successful than those who don’t. Why then, doesn’t everyone devote time and energy to this important step in the sales process?
Those who shun qualifying opportunities tend to see it as a bandwidth issue; every opportunity is unique and, therefore, requires time to vet and pursue. This one-size-does-not-fit-all mentality may ease some internal guilt when letting opportunities go, but it doesn’t help you reach your sales quotas.
Read more here on the LinkedIn Sales Blog.