Clip from Episode 30: Getting to #1 Through Personal Relationships – Jelle den Dunnen of Bullhorn:
I think that the most important thing for me to start with would be qualification of pipeline. It’s so easy for any sales rep to kind of you know start working on every opportunity that passes by. But what really makes people stand out what I’ve seen in my organization is the people that qualify their deals and pick their cherries to focus on. And that’s what I’ve been working on a lot in the last couple of years to really nurture down and get it right on what the key deals are for me. And I not only use that to qualify my pipeline, but also use that throughout the day in my day to day work as well. Yeah, and that’s really become a consistent theme on the show. I think that the best sellers are really focusing on the right deals. How are you. What what is that qualification process for you? How are you making those decisions? So we have a qualification mechanism in our company that we use but it’s also of course coming from experience and I think the most important thing is definitely you know look at the fact that I sell software is are they in an active buying cycle. Then second would be have they quantified the impact of not changing their technology to their business. And then of course you know are you really differentiating and it’s not just like us piece that you see yourself as as a company but what would the customer or prospect tell you what your differentiators are. Those are the most important things I would say.
Jelle den Dunnen — Understanding Yourself, Understanding Your Client