All this talk about “marketing” is making Craigy cranky (smile). Time to get back to the basics. Time to kick it old school. Time to talk about selling (smile). So let’s discuss what, in my experience, is one of the probably two most challenging aspects of selling for both inexperienced and experienced sales people……………qualifying. The other would be closing (more on this later as saying that a “sales person can’t close” is largely a misnomer. Fact is….they can’t perform any of the previous selling steps properly) and they both have to do with money. That dirty little topic that nobody seems to want to bring up (smile). Continue reading “Sales 101 – Qualifying For Budget Part I”