Comments on: A Golden Nugget of New Business Development

By: Vishakha Rana

Vishakha Rana — Fri, 08 Jan 2010 15:41:03 +0000

I so agree with your opening lines. There has been too much hunt for new markets and opportunities for business development and surprisingly these markets were never tapped in good times. Also, great pointers to the qualification of prospects.

By: Sonia Coopwood aka Junghardt

Sonia Coopwood aka Junghardt — Thu, 07 Jan 2010 23:49:20 +0000

GREAT information. I am interested to learn more!

By: Ian McPherson

Ian McPherson — Thu, 07 Jan 2010 19:41:53 +0000

Michael, I was looking forward to reading your post about the TAS 1-20. Can you share more with us?

By: Tom Haas

Tom Haas — Wed, 06 Jan 2010 13:27:36 +0000

Michael,
I would sure like to see the TAS questions posted.

Thanks,

Tom

By: Fred Dempster

Fred Dempster — Wed, 06 Jan 2010 06:14:22 +0000

Having a well defined pipeline process along with a robust qualification process is critical – even if they are less complex based on the sell value. If there is no basline data, at least a ballpark needs to be set up front to measure from vs. developing one going forward. Most companies have enough data to set some baseline sales numbers.

I think Sales Enablement (SE) will grow as a tools to address qualifying targets and opportunities. SE is not new, it is just getting to be more value added vs. providing leads alone. Firms such as Stratascope can do the research based on the qualification criteria provided. Savo is another SE firm with tools that helps bring together the internal company expertise to improve performance.

On “Define Qualification” adding #4 financial capacity to provide sustainable revenue is one I’d have. This is important in larger / long term selleing where BD costs climb to $1-million per pursuit, thinking the BPO and similar outsourcing deals where contract value is larger and multi-year vs. the one-off sales.

I was “dumb lucky” when I hit the sales trail some 20 years ago as I had a friend who gave me the basics, stressing qualification, and my own finance experience had the “you don’t have a sale until the invoice is paid” already in my head.

Will be interested to see other input…

By: David Simmons

David Simmons — Wed, 06 Jan 2010 02:27:51 +0000

I agree. Qualify and solve, qualify and solve….solutions oriented to the issue or problem which needs to be discovered in the communications or conversation. ABC, too.
yes, post the TAS 1-20 a good set of questions. Thanks in advance.

By: Bill Ezell

Bill Ezell — Wed, 06 Jan 2010 02:27:04 +0000

Micahel Mirdoc;

BRAVO! BRAVO! TAS 1-20 qualification questions are outstanding and yes, they should be used throughout the selling process. I’ve extended them by adding a weighted score to each question – if a minimum score isn’t attained, advancement cannot occur.

Nice to hear from a real pro! Qualification is critical.

By: Michael Murdoch

Michael Murdoch — Tue, 05 Jan 2010 22:09:53 +0000

Eric I read your article and do agree that qualification is the “golden nuget/rule” There is really nothing more important because at the end of the quarter or year your results match with the quality of your sales pursuits. I’ve been selling ERP with (TAS) Target Account Selling and Comlex selling discipline for 25 years. I still use TAS 1-20 Qaulifying questions. I also make a point of continously re-qualifying the sales pursuit as the effort progresses. This keeps me honest to myself and my team. Team members and management measure your “reputation” largly on the quality of the opportunities that you bring them on board with. It’s OK to loose occasionally so long as all the team members have agreed to your qualification. I always get buy-in internally to avoid a blame game. i.e. blame the sales rep. Great article. If you want me to post TAS 1-20 let me know.

Regards,
Michael Murdoch