Streamline your sales opportunity qualification for businesses

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you want your B2B sales team to win as many customers in the shortest possible time right that's why you need qualification criteria it's the garbage in garbage out principle a factory can't produce good products without the right raw materials nor can your sales team produce the best customers without the right prospects qualification enables salespeople to prioritize who to spend their time on and it helps avoid wasting the prospect's time in the bargain now there are lots of approaches to qualification Prospect Safari has several like bant medic Scotsman fact and others and'll get you started they are approaches that other people have settled on as you know really good best practices in their judgment and to be sure most people will be more successful using something like this than just kind of rolling your own however there are some concerns with the best practices approach and there's a lot more writing on the choice you make here than you might consider and that's why Chris asked me to make this presentation for you so let's consider some of these concerns if you're the sales leader and you've wondered hm which approach is best is bant too simple is medic too complex would some other approach be better you're on to some qualification criteria tends to focus on what's in it for you the seller since you don't want to waste your time on the wrong prospects and that is perfectly legitimate unfortunately it doesn't help salespeople who need to gain some empathy for customers who need to understand their customers better that's where competitive advantages lie so as an example if you bring in customers with poor product fit or poor cultural fit these can be chronic and expensive problems for your company to identify the best prospects you have to look outward first what qualities do your company's best customers possess and what do your salespeople need to know about prospects in order to identify the most compelling value propositions for example having a budget is important but you know companies handle budgets differently some take them seriously and some don't care should sales people be searching for indications of a prospect's urgency or some other deeper business need instead think of it this way do you want your salese over time to Simply Be doubling down of course best practices can be good but by this approach what really matters is more calls more prospecting more ad more leads more channels it's unfortunate but a lot of sales managers have just one strategy work harder and it can work for a while yet no one can work flat out forever so at the end of the day most teams experience diminishing returns and you might also consider an alternative you want your people over time to be learning and improving expecting Improvement to happen on its own is not a strategy you the leader need to help your people to expect it and inspect it and when experiments succeed you need to make that better way a path of least resistance this is how you build salesmanship into the business not just into the salespeople there is a better way and it's called evidence-based qualification it's it's more scientific and it turns out it's also the simplest and the fastest way to improve your sales results and I can tell you about this because I've been in B2B sales for decades through six different Industries including sales training and management consulting but with a math degree in college I was more interested in how our company's systems and processes worked than most guys were and I ended up writing two important Sales Management books sales and marketing the Six Sigma way in 2006 and sales process Excellence earner uh the shingo research award in 2015 so in the next video I'll show you how the evidence-based approach enables your team to begin continuously improving sales results