Sales | Deliberate Selling

It's all Qualification

85% of your Pipeline wil NEVER close with anyone.
Jeff Koser

Small Change

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Results as in Revenue, New Logos, Share of Account, New Market Entry, New Product Introduction, and Customer Retention. In short Time, Effort, Money, and a deep satisfaction of having made plan quarter after quarter. More than making plan its the Profit you need to grow your business. Why wait?
Contact us now and lets get started.

Any Sales Process or Methodology

It does not matter which one you use, whether its Sandler, Challenger, CPSA, TAS, Miller Heiman, SPIN, Home-grown, or Custom Built it makes no difference to us.
Partner with us and you will drive great results with less effort than you're doing right now.

How Much Better?

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Not Sales Training

Its not a lot of things including a new process, not a new method, a new religion, not a new theology about the old school or the new school. Its not new fangled Sales Enablement approach, some psycho babble, not NLP, not DISC, or a 101 new ways to skin a cat. Along the way you will find that Qualification is not an Event.
This is about you being you, and learning to qualify for the 6 things that matter.

Deal Coaching | Opportunity Coaching

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The Business Case

Your key assets are Time, Energy, Money, and emOtion, in that order. Weak qualification means you:

  • waste time and energy on deals that will never close
  • give away valuable free consulting
  • get frustrated when the deal evaporates
  • put cash flow at risk
  • waste time trying to close instead of prospecting new

Who is it for?
Below are 4 types of people who could benefit.

Consultants tasked with making rain tend to be at a disadvantage from a sales perspective. They know their craft, their subject matter, or domain really well. Thats what they went to school for, have studied for years, and are really good at delivering for their clients.

Yet in most cases consultants are untrained or poorly trained in the art and science of forecasting deals. They do not know enough about what to look for or where to find the information necessary to bring these deals in on time and on budget.

Its not for lack of trying. Its a learnable skill that needs support to get results.
In sales, the most important thing you can do is drive revenue. Meetings matter, and there is no end of the tyranny of the urgent. By focusing on what pays the bills for your company, department, your family, and you, success is possible,

At the end of the quarter, nobody really cares how many likes you got, how much social engagement you generated, or how tidy your desk is, you will lionized or demonized if you miss your numbers.
Qualifying and Disqualifying is the key to making plan.
You've got a team to manage. Ideally they'll manage themselves, make great decisions about what to focus on and where to spend their time. Ideally that is…which happens when?
The trick is to find the trouble ASAP, then work with the rep to fix the problems before they really do become a problem. Most sales people are pretty good at Opportunity and Solutions qualification, then performance drops off when it comes to Relationship, Decisions, Timing, and Competition.

You can fix it - we'll show you how.
Business owners with sales people that qualify poorly and waste time impact their growth rate.
So what?
Lower growth rate damages business equity value, impacts working capital, profits, and increases expenses across the board.
A small improvement in close rate impacts your business value immediately. You spend precious dollars on marketing, and if your sales people don't qualify and close, its all lost revenue. Its a core competency. Many people blame poor closing skills. Its not - the problem is qualification.

DIY

We provide you with software, the setup, and basic orientation and training for you to get up and running quickly.

Self discipline needed.

DIWM

We work with you by providing training, software, and coaching.

Approximately 4 hours per sales person per month.

Or we work with the sales manager to help their team.

DIFM

We work with your entire sales and consulting team, including your managing director or sales manager, as well as the sales team.

This includes training, software, consulting, coaching, and course correction as needed to deliver desired results.

If you'd like more information…

What is your name?
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What is your email address?
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What is your company role?
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Thank you for your interest in Deal Coaching!

We will be in touch within 1 business day.

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Deal Coaching EOI
Deal Coaching EOI from [Name-slide], [email-slide] with company role of [roleslide-1][roleslide-2][roleslide-3][roleslide-4][roleslide-5]
Hello [Name-slide],
Thank you for your interest in our Deal Coaching services.

We will contact you again within 1 business day to schedule a conversation about Deal Coaching, Qualification, and Pipeline Management..

If you have any questions or more immediate needs, please call us at 403 238 3848

Marty Tascona
o: 403 238 3848 m: 403 971 6892
https://ca.linkedin.com/in/martytascona

ANALYSIS | ANSWERS | ALTERNATIVES | ACTIONS | OUTCOMES

There seem to be an infinite amount of sales processes and methodologies being pushed right now. And with the downsizing of many sales forces, surely more will follow.