Increase Sales and Protect Margins
The qualifying questions sales reps ask during the buying process can either deliver the revenue and margins you expect, or they can lead to lower revenue and painful margin compression or erosion. Margin erosion occurs when salespeople run out of time at the end of a month or quarter because they are working with prospects who are not fully qualified. It's an all too familiar story: management is forced to use discounts to bring in business from unqualified prospects just so sales teams can "make their number."
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