Do you qualify as a winner?

31st October 2015 |   Nick de Cent and Chris Alder

The rewards for going after a choice piece of business can be huge, but making the right decisions can mean life or death. In today’s fiercely competitive environment the consequences of failure can indeed be career changing – for all the wrong reasons.

Qualifying sales opportunities effectively is arguably the most important thing any company large or small will do, often making the difference between thriving and not surviving.

The process can be fraught with often-difficult decisions, such as: how do you decide whether or not to chase a potentially lucrative business opportunity? How do you allocate the right resources at the right level? And how much do you stand to lose if your company is not successful? Do you go after many opportunities, or put all your efforts into just a few?

PLEASE NOTE: Subscriber-only content – To read the full article, please login or purchase a subscription. Subscription Options Login