In working with sales leaders and their teams, I am still staggered at the number of sales people who lead with their product or service. It’s almost like they believe there is a finite number of customers in the marketplace and hence they need to close every single one of them. This is wrong – we need to change our approach and instead qualify, qualify, qualify – to identify the customers who we would like to work with. This changes everything.
Qualify, Qualify, Qualify