New Deal Qualification Tool Eliminates Wasted Time and Effort for Sales Professionals

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Poor qualification remains the single biggest reason why sales opportunities fail to close, slip to the next sales period, or are lost to competitors. First Border's new Qualification Analysis tool helps sales professionals concentrate their efforts on the deals they can win.

First Border Ltd. of Hook, Hampshire, UK today announced the release of their new Qualification Analysis tool, the first tool from their "Entrepreneurial Salesman" series of personal productivity sales tools aimed at individual sales professionals.

Poor qualification remains the single biggest reason why sales opportunities fail to close, slip to the next sales period, or are lost to competitors. By contrast, accurate qualification ensures that sales professionals work on the right deals at the right time. Expending too much effort on a deal too early, for example, is a waste: that effort could be used elsewhere to close another deal.

"Qualification is about prioritising sales opportunities," says First Border CEO Colin Wilson. "Our tool helps the sales professional determine quickly and efficiently whether an opportunity is genuine, whether the customer has the means and desire to buy, and whether it's a deal worth pursuing."

First Border's Qualification Analysis tool provides the sales professional with an immediate visual representation of the three aspects vital for successful qualification:

1. What information is currently known and what further information is needed

2. Where the deal sits in the sales pipeline

3. The buying roles - the company contacts that will help or hinder the close

A version of the tool is already in use among corporate sales teams in the UK, including Dell. Wilson says, "It was the success the Dell sales teams in particular have had using our tools that encouraged us to get versions available for the individual sales person. The Qualification Analysis tool is the obvious candidate to be first out the door. It's straightforward to understand, it's very simple to use, and it's vital for successful selling."

The tool can be downloaded directly from the First Border web site at http://www.firstborder.com/sales-tools/qualification/ and is available free of charge until the end of January 2007.

About First Border

First Border have refined the processes behind their suite of "Entrepreneurial Salesman" tools over a number of years consulting with, and coaching, sales teams. They emphasise giving the individual sales professional the tools to manage his territory as a business. Wilson says that this approach "benefits the sales professional by helping him makes his number with less stress and greater commission, and benefits the company because their sales teams sell more."

For more information please visit http://www.firstborder.com or contact Nicola Coates at First Border Ltd., Hook Farm House, London Road, Hook, Hampshire or call +44(0)845 226 0990.

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Nicola Coates
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