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If anybody is thinking that asking ‘effective questions’ is the same as asking ‘open ended questions’, then you are about 20% correct. But really.....asking open ended questions is like table stakes in a poker game; it’s the price of admission and everybody does it. Using questions effectively is one of the most important skills a sales professional, or a sales leader, can have. It’s also one of the most poorly executed.
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Marketing and sales still can’t agree on the definition of a “qualified lead”? End the tension, bickering and unproductive arguments through establishing an objective lead scoring system. Lead scoring is the answer to multiplying your resources and scaling your capacity while shorting your sales cycle through mining the critical information about each suspect or prospect using demographic and behavioral scoring.
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There are a number of external forces driving the Partner sales community to condense and accelerate its current selling cycles. Decreasing ASP (average selling price) coupled with fewer new opportunities means sales professionals have to close a greater number of transactions in a fiercely competitive market simply to maintain their current income level.
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So what’s the difference? For our purposes, ‘strategy’ means that there’s a plan. ‘Tactics’ means that you’re thinking on your feet. A sales cycle that includes both is much more likely to succeed than a cycle that relies on only one of them. Tactics make sales fun. Strategy makes sales more predictable. Here’s the executive summary – do both; and do them both in every sales cycle. Trust me on this; the sales cycle where you (or your rep) believe that the deal is a ‘slam dunk’ and you don’t need to plan it out...you know the one....at some point you’ll all be “standing...
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Check out our redesigned, revamped SALESWORKS Website (www.salesworks.com). We have expanded our service offerings and our website, while making the website easier to navigate, based on need, category or Microsoft Program.
