Pete Kaputa says, “Many sales experts will tell you that the bookends of the sales process — prospecting and closing — are the most important. However, while they are certainly key, my experience tells me that most deals are won or lost during the sales qualification process.

In 2005, I hired sales experts Rick Roberge and Dave Kurlan to help me learn how to sell. I had started a company because I saw a need and an opportunity. We built a product during nights and weekends. Eventually, we went full time with it and began selling. But, I didn’t close much until I hired Rick and Dave and learned how to properly qualify.

A few days into my training, I realized where I was going wrong in my sales approach. I was willing — eager, actually — to explain what our service did and how it worked to anyone who would listen. I wasted a lot of time talking to unqualified people who I would never be able to help — and who would be unlikely to ever help me. Worse, I turned them off by talking all about me”.

8 Reasons Your Sales Qualification Process Sucks (& How to Fix It)

HubSpot