The Ultimate Sales Guide

How to Sell Series - Qualify Stage

Possibly one of the most important stages of the sales process is to Qualify, Qualify, Qualify. If you have ever found yourself failing to deliver your commit forecast or wondered why an opportunity went cold or why the customer suddenly lost interest, then I recommend you read this article.

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Is the Qualify Stage the most important stage of the selling process?

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How to Sell Series - Qualify Stage | The Ultimate Sales Guide How to Sell Series | Stage 2 - Qualify | David J Macfarlane 25 Years Sales Experience | This article teaches sellers the valuable lessons behind qualifying a sales lead and how to improve your chances of closing a sale.

Happy New Year 2021.

Feeling blessed to have helped someone land their first sales job.

If you need any help with your career or sales advice, reach out. No fee free advice.

Merry Christmas and thank you for supporting salesDJ in 2020. Wishing you amd your family a safe and COVID free festive season

Merry Christmas and thank you for supporting salesDJ in 2020. Here is to 2021, let's pray it is a good deal better. Take care, travel safe

Are you under significant sales pressure? Thinking of new job, new company in 2021?

As 2020 draws to a close, the end of the financial year or quarter represents significant pressure as companies seek to remain sustainable, let alone grow.

For many sellers who are not on target, this means some heavy eye ball conversations around performance.

Usually December/January is a time of reflection leading to decisions to change companies and if you have had a high pressure year, it is likely you are thinking of a company or career change.

In this video I explore ways to identify if the need for change is driven by a high emotional state or logical thinking.

Don't make the mistake of thinking the Grass is Greener.

Merry Christmas and let's pray for a great 2021.

New Year, New Life, 2021 The year 2020 was a BIG year for everyone globally. As we approach 2021, are you feeling frustrated with your job and company? Are you looking to make a mo...

Thinking of a career change or a new job in 2021?

Experienced or not, in my video I walk through 6 ways to land a dream job in that dream company.

Leave a comment, let me know what you think.

6 Ways to Land a Sales Job with No Experience Are you tired of applying for sales jobs and either being rejected or worst, receiving no response? If this is you, you are not alone, thousands of people e...

salesDJ YouTube Channel.....Coming Soon to a LCD screen near You.

I have decided to really step outside my comfort zone and into the world of YouTube. This builds out my SEO strategy further to incorporate video which continues to grow exponentially.

In fact as I look at many LinkedIn posts with people sharing their companies products, insights, articles etc, I am surprised by the lack of video content. I find myself engaging more with video than with articles. Why? It is just easier, faster and entertaining.

Recently I have seen many engaging and creative video posts from Andrew Penn Telstra, Satya Nadella Microsoft, Macquarie Telecom and Andrew Wildblood Vocus. These VLOGs bring out a human element, emotion that is just not visible in articles.

It is an area often overlooked by many businesses.

They become complacent as they deal with what appears to be a healthy business with alot of customer engagement.

Constantly growing your business with new customers is important especially if the market takes on a sudden change, look at COVID and the GFC as two great examples.

What does football, basketball, F1 Racing & climbing Mount Everest teach us as business people?

Everyone loves a story about a sporting team or individual achieving the seemingly impossible goal, milestone or miracle action.

Linking sport and business to behavior and action is a common practice in the business world for decades.

People can relate to that feeling of being focused, passionate, dedicated, consistent, a team player, and of course winning during tough times, when it seemingly appeared impossible.

Climbing Everest in winter is a challenging trek, complicated by severe weather, freezing temperatures & altitude sickness. Many of the common business lessons like teamwork come from the mountain.

In this article I explore 6 other Business Lessons not commonly linked to sport and challenging events.

https://www.salesdj.com/leadership/everest/

6 Business Lessons Climbing Mt Everest | The Ultimate Sales Guide salesDJ - The Ultimate Sales Guide | 25 Years Experience | David J Macfarlane | Business Lessons Learnt Climbing Mt Everest

How are your sales numbers looking this quarter?

I am an advocate of solution sales, understanding a business, challenges faced and solving problems with solutions.

Like it or not, there is a sales process, that when understood and developed to an experienced level, will see any seller reach quarter on quarter, year on year performance.

Any experienced seller knows that leading with a product sale on price is not sustainable, especially as demand for a product matures or declines.

However in the tech world, we find ourselves selling in companies where the product is the seller, customers know they want it.

How many times have you seen a successful seller in a top global tech company, resign for a role in a not so known tech company, suddenly updating their LinkedIn every 1-2 years with a new role in a new company.

Crafting and developing the 8 skills in my article will help any seller weather turbulent times or beat the illustrated example above.

If you are tired of the endless cadence calls, pressure for results and finding it all too challenging, now may be the time to refresh yourself with the basics of How to Sell.

https://www.salesdj.com/skills/stages/

How to Sell Series - 8 Selling Stages | The Ultimate Sales Guide How to Sell Series | Cover the 8 Stages of Selling | David J Macfarlane over 25 years of sales experience

Confused by the many different sales roles and management titles?

People are confused by the many different job titles that exist in sales and it is no wonder why, with over 90% of sales titles ending in 'Manager' or 'Director'.

How to measure your worth, status, career progression is becoming a blur. The business card no longer exists, social media & creative writing descriptions is the new normal.

In fact over 97% of new sales people struggle to understand how to measure a sales job title in terms of market value, seniority or level of experience required.

In this article I share my views on the job title industry, taking a lens into Country of Origin, Job Title Marketing and Experience Level.

Have you ever wondered what a career in sales looks like?

It's a fact that schools and universities rarely promote, teach or acknowledge sales as a career, yet sales is one of the most rewarded and misunderstood career paths in business today.

If you agree with my views, please share them with your children, university students or anyone undecided about which direction to take their lives.

I spent my school life studying mathematics, physics, chemistry with the goal of flying for the Royal Australian Airforce, a dream that did not eventuate. Do I regret landing a career in sales, absolutely NEVER, I love it and here's why.

Top 10 Reasons - Why You Should Choose a Career in Sales | The Ultimate Sales Guide The truth is that a career in sales will set you up financially and offer many other benefits that are limited by other career choices. Here's why...