If you're interested in improving sales performance, it helps to qualify your leads before you invest time and resources in a prospect. These days, businesses don't have the luxury of wooing clients for weeks over expensive dinners and drinks. If you identify the most willing and able leads on your list, you'll increase ROI and improve your sales team members' job satisfaction.
Seller Deficit Disorder is something we use to describe the challenge that all salespeople must overcome with new clients. It's the age-old fact that there are two sales behaviors that drive clients absolutely crazy. Often, buyers assume these two things about salespeople: