Moe Revenue

2010 – The Year of Qualifying

2010 will become the year of qualifying for those companies that will still be standing at year’s end. Our clients confirm there are no constraints on companies today regarding manufacturing capacity, facilities, staffing or vendor deliveries. Everything is in surplus except orders. This means the prospect (and current customer) qualifying process now has to address two critical topics right after the initial “hello:”

1. What’s the budget? or How much do you have to spend?

and

2. When?

This non-optional qualifying behavior will open the door for continuing the sales process with only fully-funded prospects, not tire-kicking suspects. Companies leading with proposals, presentations, plant tours, demos etc. (and not qualifying for money first) can expect to see their already dismal closing ratios take another nose dive.

I like to say that qualifying is the nemesis of all selling. This year qualifying for money up-front will be an absolute survival skill.