Day: September 19, 2008

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Qualification in Enterprise Software Sales

Qualification is simply the transition from [unqualified] prospect to [qualified] opportunity. In the pipeline/funnel, this means that all the things that are needed for this prospect to want/need/desire our product and services are there.

More specifically, qualification involves an opportunity possessing all of the following:

  1. Access to the buyer
  2. The prospect knows, and agrees to, what they are buying from us
  3. The prospect knows, and agrees to, the approximate cost of the solution or DSO (Discreet Sales Opportunity)
  4. There is DRM (Date Related Motivation), or what some people call a “pending event”
  5. [optionally] An identified project or budget line item set aside for the proposed solution

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How to Avoid Using the Same Password Everywhere!

I’d like to share a tip with those of you who think that their only choice for the many sites they log into is to have the same password on all of them.

I’m someone who has managed thousands of email accounts for users, and I personally have to have all my hundreds of passwords on spreadsheets there are so many-not just for email accounts, but for web sites, servers, routers, etc.

My tip is simple. To remember your password, make the passwords such that they contain 2 parts:

1. The name of the site.
2. A word that is used on all sites.

Example:
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Internet Job Seeking with RSS

This may be obvious to all you seasoned veterans out there, so skip this one if you are an expert job seeker.

I’d like to give you some background/insight/ideas on how to get a job in technology technology-with technology. I’m often looking due to the nature of what I do, and I’ve been at it for just over 10 years (Sales Engineering).

There is a wealth of tools on the Internet that weren’t available just a few years ago for job seekers. These tools bring the opportunities to the seeker, where in days gone by the seeker had to, well, seek. True to the “80/20 Rule”, I used to spend 80% of my time looking for an opportunity, then 20% actually applying for that opportunity. Now that ratio is gratefully reversed.
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