In a brief video, SPI partner Phil McCrory explains why speaking a common language is a key factor when qualifying opportunities. Phil asks, “How many times does a salesperson come into their boss’ office and demand expensive resources? For example, pre-sale support, subject matter experts, a demo guy or even CEO.” He notes, “A primary role of a sales manager is to fight for internal resources to help move an opportunity forward.” But how does a sales leader allocate resources to the most qualified opportunities? “One way is to qualify each opportunity using a common language or process that is objective, measurable and consistent.” Phil concludes, “Most importantly, it should be a language that everyone in your organization understands and buys into.”

Learn more on how to get your team on the same page by contacting SPI today.


Carrie Brown
Carrie Brown, Marketing & Demand Generation Consultant

Carrie Brown works with SPI as a marketing and demand generation consultant. With experience in copywriting, graphic design, and web development, Carrie uses her skill set to create and implement effective marketing strategies and campaigns for clients.

Add Your Comment: