Qualifying clients is the invisible sword every seller must wield, but too few do so effectively. Penry Price, Founding and Managing Partner at Charcoal Advisors, joins me to explore why qualifying is foundational to successful selling, despite often being underutilized. Penry leans on his experiences at Google, LinkedIn, and other major media entities to highlight how a disciplined approach to qualifying protects precious selling time, uncovers genuine client needs, and ensures that efforts align with opportunities most likely to close. Listen to learn how properly qualifying clients can transform your pipeline, sharpen your strategic focus, and dramatically improve your sales outcomes.
Join us as we discuss:
[1:40] Managing external factors through preparation and persistence
[15:51] Navigating big expectations and why a little paranoia is a good thing
[21:19] How qualifying your clients is your ultimate timesaver
[25:03] Flipping the sense of urgency on its head and the art of brand storytelling
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