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The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
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About Our CEO
Standards of Conduct
Common Questions and Answers
Traditionally organizations have adopted a “Spray & Pray” technique to sell products and services. Maximizing the exposure of the product & services and engaging everyone into in-depth conversations on the solutions was seen as a good thing.
However in the era of digital marketing & sales and in specific context of B2B sales, qualifying the right customers is the cornerstone to a successful sales career. The pitfall of taking your product to every business house you know is not a prudent way to attain sales success.
A careful study of the prospective customer, buying behavior, current needs, future growth, product fitment, value proposition, relationship and connect are all critical attributes to be considered. This analysis can take couple of hours to couple of weeks. Sales professionals might need to use digital channels and personnel connects to get validated information.
Profiling a potential customer also gives the sales professional the right insights to engage them better and creating a customer tailored business value proposition.
Among all the attributes used for qualifications – buying behavior is of prime importance. A deep understanding of a customers buying or procurement process, the format of grading, the stakeholders involved in the selection are all critical information. If the sales professional does not have access to this information, it is probably prudent to focus efforts on other pursuits.
In addition to these generic attributes, each product and service has its own unique sets of custom capabilities. For example an Airline Reservation System has hundreds of functions and capabilities. As part of qualifications, it is also essential to have a clear understanding of what functionality is of highest priority and “perceived as highest business value”.
In summary, spending more time on qualification will give you more time and information to make your pursuits powerful and successful.!
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