Aaron Evans. Sales Enablement Director, GlobalData PlcQualification in sales, you’re probably doing it wrong.Aaron is a Top 20 Sales Enablement Influencer of 2020 as awarded by Sales Enablement Collective.In this show we talk about qualification: (Koala-fication) Why we need it What methodology we should useHow to do it. What questions to ask. How to ask them.We also cover the fallacy of a tick’n’flick qualification questionnaire and, importantly, how can you position your internal champion to provide you with the answers to all those pesky and difficult questions you really need answers to.We also cover off why your Pipeline should be small and large.Why we should slow down the sales process and that sales managers often don’t want the same things as their salespeople and this causes conflict on the sales floor.Aaron Evanshttps://www.linkedin.com/in/aaronevanssalesenablement/ Aaron Evans – YouTube channelhttps://www.youtube.com/channel/UCZMQtKvIKfBq6FDUXncnKpQ Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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