Do Your Sellers Need More Appointments with Quality Prospects?
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What do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile.
When helping a salesperson determine a high priority prospect, ask them the following questions using the following criteria: Dollar Potential, Access, and Fit.
Source:: The Center For Sales Strategy