Description: SalesCred is the bestselling book on sales credibility - the quality salespeople must have before they can “earn trust.”
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In sales, there’s a lot of talk about qualifying the buyer. What’s the lead scoring say? Are they a marketing-​qualified lead or a sales-​qualified lead? Do they fit our ideal customer profile?
This is exactly BACKWARDS. Instead, you should be talking about how the buyer qualifies (and disqualifies) the seller . What determines who they invite to compete for the business? Who do they call or email back? Who do they share sensitive business information with?