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How Sales People Should Deal With “Held Up In Legal”

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In this week’s episode, I interview Dan Fredrickson, a Denver, CO attorney specializing in helping companies work through legal issues in the sales process.

Dan gives tips for every sales organization so that they can better handle the legal proceedings inside their client’s company.  

Learn more about Dan and his Law Firm at http://kofirm.com/.

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!

Also mentioned in this podcast:

A Better Approach to Qualifying Prospects – Part 2

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This is Part 2 of our 2 Part series on Prospect Qualification.

On this week’s episode, Bill discusses the importance of qualification. 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.

Bill gives you the remaining four elements that to properly determine whether a prospect is truly qualified.

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!

Also mentioned in this podcast:

A Better Approach to Qualifying Prospects

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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!

Also mentioned in this podcast: