This audio session focuses on one of the most important steps in any IT Solutions or Managed Services sales process - properly qualifying the prospect for your products and services. Without proper qualification, you run the risk of wasting both your and your prospect’s valuable time attempting to sell them something they may not be qualified to purchase, creating false expectations and inaccurate sales forecasts. Learn how to accomplish the critical qualifying processes successfully during this session, helping to distinguish between unqualified leads and real prospects, and shortening sales cycles.
