Qualifying Sales Opportunities Part - 9
A sales opportunity is a qualified prospect who has a high probability of becoming a customer. An opportunity should have a pain point your product or service can solve and an interest in the offering. Salespeople should ensure the opportunity is a good-fit for what they're selling. Here's Mr. Anil Balachandran The Salesman is giving us insight about techniques to qualify sales opportunities;
1. Market Fit
2. Situational Fit
3.Financial Fit
4. Timeline Fit
5. Decision Maker Fit
6. 10 Golden Rules for Disqualify the Customer
7. Lead Scoring
It’s important because:
* It optimizes the use of your time.
* It ensures that all of your activities impact revenue.
* It exposes problems within the opportunity.
* It provides clarity for next steps.
If each rep has a different conception of what entails an opportunity, they'll move leads through the CRM sales stages at wildly varying paces.
With such inconsistency across your sales team, good luck projecting revenue with any hope of accuracy — you need to define clear sales process stages to ensure deals are being categorized correctly. It's also possible salespeople are taking shortcuts in the sales process because they don't understand the value of accurate forecasting, and believe that appearing to have more opportunities in the pipeline is better.
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