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In this latest episode, Jonathan, Pru and Steve, the training team of george james ltd discuss qualification of sales opportunities. Qualification is a key part of any well managed sales processes. The team discuss:

• Why you don't have to run with every sales opportunity
• Why commercial qualification is just as important as technical qualification
• Why sales people don't ask about the available budget early enough in the sales process
• Why we are kidding ourselves if their is no competition for the sale!
• What is "ABQ"?

Jonathan, Pru and Steve also give a short overview of their own sales careers and their journey into full time sales training.

Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: [email protected]
The trainers on LinkedIn:
Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/
Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/
Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/
Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/
Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/
Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/
george james training website https://georgejames-training.com/