“I wanted my team to be a safe place where someone could come and tell me, ‘I don’t think we should pursue this bid’ without worrying that my reaction would be, ‘Well, you aren’t on target so if you aren’t going after this bid, what are you doing?’” – Sarah Walker, Former Director, Corporate & Public Sector BT Group in the United Kingdom.

When it comes to sales qualification, what’s your philosophy? The more the merrier? Or do you take a rigorous approach to how you qualify your opportunities?

In this eBook, learn from the story of one veteran seller about how taking a rigorous approach to sales qualification and deal management spurred her sales team’s efforts onwards to the next level.