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28-Oct-2017 02:04

Qualification: This is where you find out whether there’s some initial interest, but you need to quickly see if prospects meet certain standards.

When you’re selling software, you ask some very basic questions to find out if they’re the right size, if they have the budget, and if they have the right infrastructure and data in place. More calls, demos and dates establish that there’s some initial interest and attraction, but now we’re going to spend even more time together to see if there’s something more.

I want to begin by acknowledging that I am not a salesperson.

It is not my responsibility to generate leads or sign clients, and I don’t get paid on the basis of commission.

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That has put me on the front lines and has allowed me to participate in hundreds of sales calls and to deliver more demos than I care to admit.

In broader terms, let me break down the distinct sales stages that closely resemble the courting process.

Lead generation: This is where you have to cast a wide net.

You need to continue showing the other why he or she decided to be with you, and there are inevitably going to be disagreements along the way.

But the hope is that the relationship benefits both parties enough to continue staying together over the long haul.

That has put me on the front lines and has allowed me to participate in hundreds of sales calls and to deliver more demos than I care to admit.

In broader terms, let me break down the distinct sales stages that closely resemble the courting process.

Lead generation: This is where you have to cast a wide net.

You need to continue showing the other why he or she decided to be with you, and there are inevitably going to be disagreements along the way.

But the hope is that the relationship benefits both parties enough to continue staying together over the long haul.

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