I often see that sales teams struggle with truly identifying who are good prospects and who are not. We’ve always been taught that a person needs to have a problem that they want to solve, have money to solve the problem, and a commitment to spend the money, and that qualifies them.
But I think it’s more than that.
In this podcast, which is part one of a two part series, I give you four of the eight elements that I believe are much more important than pain, money, and commitment in the sales process.
By the way, if you’re a sales leader or a CEO and oversee a sales team that’s not quite performing up to par, go to billcaskey.com/wth to download my free checklist on how to get them back in shape!