We are finding all the excuses to keep a deal in our funnel and pursue it as a sales opportunity. Rather than qualifying, we need to focus on disqualifying--we need to focus on finding the deals in our sweet spot, eliminating all other deals. Nothing impacts win rates more than vicious disqualification.
When Do You Stop Qualifying?
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 4784 days ago
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