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How should I qualify a company sales lead opportunity?

These are the four questions you must cover off during the early stages of a sales engagement.


For an introduction to Nazca and our Sales Acceleration and Enablement Tools, take a look at these three Quick Reference Guides:

  1.  Quick Guide to Successful Virtual Selling

  2. An introduction to the Nazca Sales Acceleration and Enablement Platform

  3. Why run Nazca Onboarding as a Deal Review?

Answering these four questions early on in your sales engagement will help guide you to focus on sales opportunities that value you and have the money to pay you.

  1. Does the Company have challenges you can solve?
  2. Has the Company fixed the problem yet?
  3. Do the problems cost the Company a significant amount?
  4. When is your sales lead's next fiscal year-end date?

Your objective is to focus your own and others time and resource on those opportunities where you are competing from your high ground.

We call this your Value-Wedge, which describes what you do better than anyone else. Think of it as your castle. In the past castles were built on high ground because it was easier to defend. 

The moral of this point is don't waste your time chasing and developing sales opportunities in the swamp where your competition will be better positioned to win.

The image below describes how you find your Value Wedge, your high ground.

When_NAZCA_VALUE WEDGE

Watch this video for an explanation of how the Sales Process Development Platform guides you to answer the first three questions:

  1. Does the Company have challenges you can solve?
  2. Has the Company fixed the problems yet?
  3. Do the problems cost the Company a significant amount?

These questions and the Platform guides you to dig deeper, asking more searching questions and your opinion allowing you to track your Company Lead Score.

These scores are important because they allow you to quickly identify areas of risk, where you need to focus to develop a value-based sales engagement and consider whether you should consider qualifying out.

 

 

To answer the fourth question, When is your sales lead's next fiscal year-end date? Watch this next video, using the Timeline Reporting to build a value-based sales engagement. The Sales Process Development Platform guides you on how to step into the buyers' journey using the Timeline Reporting technique.

Knowing when your sales opportunities' next fiscal year-end date is, using the timeline reporting, allows you to check where the solution you are proposing will be funded from their current or next fiscal budgeting period.

If you are forecasting to close your deal towards the end of their fiscal period, make sure you check their business sales and business performance. Companies under pressure cut their budgets towards the end of their fiscal periods.

The Timeline Report allows you to adapt your behaviour to earn more trust from your first engagement and to deliver value from the outset. It also guides you on adapting your behaviour to the pressures and stresses your audience and contacts feel and the situation they are dealing withwith.

By answering these four questions early on in your sales engagement provides the foundation for effective time and resource management.

using these qualification questions and Platform supports you to focus on those sales opportunities that value what you have to offer, and have the money to pay you.

 

We have many more articles containing valuable solution sales tips and guidance. Keep a lookout for new great articles in our Knowledge Base.

What is my next step?

Get in contact with us and we will:

  1. Lead you through a discovery allowing us to understand your concerns, wants, and needs.
  2. Show you what's possible and how using Nazca and the Onboarding we can solve the problem to help achieve your business objectives.
  3. Listening to you
  4. Make the return on investment (ROI) case clear so you can present a compelling business case internally to invest in Nazca and plan with us your sales team onboarding programme.

To request a proposal please contact us.