I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.
WatchGenerating leads is great, but if none of those people are actually going to end up working with you, or do but turn out to be an entirely wrong fit for your business...what good is it doing?
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Over the past 12 months, I have done some deep analysis of the sales pipeline, specifically looking for points of leverage that we can create more success with, as well as looking for any problem points that need to be fixed. Here's what I learned.
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