Sales 2.0

Do you challenge your prospects?

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I just finished reading The Challenger Sale. (I know, a bit late but finally done.)

I have to go back and find where they decided to name the type of sales person that is most successful these days “challenger”. I suspect there was some good debate on that name. The prospecting approach recommended in the book could probably better be called “insightful” or “insight-based” or something like that. [Read more…]

It’s about the qualified leads

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I think it’s all about qualified leads. What do you think?

So I’ve tried most forms of sales and marketing techniques now. (I’m getting old/older!) But whichever way I slice it, it all comes back to the revenue bottleneck being qualified leads.

Notice I said “qualified leads” not “leads”. “Leads” are not that useful. [Read more…]

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