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Season Two | Episode Fourteen | Qualifying – What It Is, and What It Means

Qualifying is one of the most critical steps in the sales process, yet it’s often misunderstood or overlooked.

In this episode of The Sales Circle, host Rob Spence dives into the art and science of qualifying prospects, sharing how this essential step can save you time, energy, and resources while boosting your close rate.

Key Takeaways:

What qualifying really means and why it’s crucial for sales success.
The questions you need to ask to identify the right prospects.
How frameworks like BANT and MEDDIC can simplify and improve your qualifying process.
Real-life stories of successful (and not-so-successful) qualifying experiences.

Essential Statistics:

Sales teams waste up to 50% of their time on unproductive prospecting due to poor qualifying. (Marketo)
Using effective qualifying techniques can improve sales target achievement by 33%. (Salesforce)

Listener Questions Answered:


How to politely disqualify a lead without burning bridges.
Tips for qualifying during a cold call.
What to do when a qualified prospect stalls in the decision-making process.

Book Recommendation:

This week’s book recommendation is A Month to Improve Your Sales by Rob Spence.

Packed with actionable exercises and insights, this book will help you master qualifying and every other aspect of the sales process.

Grab your copy here: https://amzn.to/3VA7hsV

Tools to Enhance Your Qualifying:

Track and manage your pipeline effectively with Monday.com CRM: https://try.monday.com/in0v8ps4fcms
Enhance your skills with expert-led online sales training courses: https://www.paragonsalessolutions.co....

About The Sales Circle:
The Sales Circle is a podcast designed for sales professionals, entrepreneurs, and business leaders who want to sharpen their skills and stay ahead of the game.

Hosted by Rob Spence, a seasoned sales expert, each episode is packed with actionable tips, industry insights, and strategies to help you succeed in today’s competitive market.

Listen NOW on Spotify, Apple Podcasts, YouTube, or wherever you get your podcasts!

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