The Sales Archaeologist

Some of you might recognize the above quadrants from the great book by Covey - the Seven Habits of Highly effective people. By using the quadrants to manage your life - e.g.you can spend time in the "important but not urgent" quadrant and avoid spending time in the "urgent but not important" category things go better for you.

Let's apply the quadrant with the above modifications to your pipeline and where your sales people spend their time. Are you looking for, targeting, focusing on and selling to those in the lower right - need and want or are you wasting time in the wrong space?

How do you know if you are in the right square?

How do you avoid the wrong squares?

Sales people need to be better than ever at effectively qualifying their prospects in a more consultative way. This qualification process is Bi-Directional. The prospect might think they are qualifying you but as a sales person you had better be qualifying them.