A healthy pipeline begins with quality prospecting. However, it’s one thing to have an identified prospect in front of you. It’s another thing entirely to have a qualified prospect.

Sales professionals often invest dozens of hours (or more) into opportunities that aren’t qualified and will never close. That clogs your pipeline, causes inaccurate forecasts, and causes sales professionals to miss their goals. In your sales process, focus on qualifying opportunities becomes an even more important skill than initial prospecting.

This session will help you with this critical skill by covering:

• The elements of a qualified opportunity
• What gets in the way of qualifying (and disqualifying) opportunities
• Key questions to ask your prospects
• A tool to help you visually assess an opportunity

Amy Franko is the Founder & CEO of Amy Franko Associates. With over 20 years of client-facing sales experience, her career includes sales roles with global companies IBM and Lenovo before pivoting into entrepreneurship. Today, her firm works with mid-market organizations to grow sales results, through both sales strategy and skill development programs. Her book, The Modern Seller, is an Amazon best seller and she’s recognized by LinkedIn as a Top Sales Voice. Learn more at amyfranko.com.