In this episode we talk to Tom Williams, CEO of DealPoint.
Deals that will never close come at a huge opportunity cost to B2B sales teams.
Tom shares how proactive, ongoing disqualification leads to more successful sales teams.
He breaks down how to disqualify bad deals at every stage in your sales cycles, metrics to implement & how to operationalize the process of disqualification in a way that your sales reps will actually use.
James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).