24 September, 2017

SCOTSMAN for sales qualification

My previous blog post about communicating the commercial imperative of products was originally prompted by how frequently I, as a Product Manager, have discussed sales qualification of a prospect with respect to product differentiation and competition.

Frequently I had shared my insight with the sales teams:
  • "If customers says their problem is this, then this implies that they have solved this, this and this problem with  an alternative solution. As a result, they aren't a good prospect unless they have this characteristic."
  • "If a customer is asking about this feature, then that implies that they are currently used competitor X's product, as we know that this is their weakness. It would be best to differentiate our product by talking about this business problem."
  • "Competitor Y is particularly strong in that market, that prospect looks tough to bring over the line."
This often leads to a conversation about sales qualification in general. Here's a mnemonic called SCOTSMAN from http://www.salesplusprofit.com:


Pradeep Singh said...

Hi your blog reviews and comment is useful to us. Why u not upate about budget modular kitchen chennai in your blog.

Pradeep Singh said...

The topics about the product review is great. Your pointed things is quiet good. Now a day that method is worthable or not. Our business is modular kitchen In chennai. After GST How is india.

Amy Wong said...

I did not know that you can earn money on the Internet, but I found this site satisfactoryplay slot games and now, while sitting at home, the bastard does not need to get up early

sithararock said...

Nice information. Thanks for sharing content and such nice information for me. I hope you will share some more content about. Please keep sharing!

Interior Designers In Chennai
Modular Kitchen Chennai
Home Interior Designers In Chennai
Office Interior Designers In Chennai
Interior Decorators In Chennai

afibiz said...

Great thoughts you got there, believe I may possibly try just some of it throughout my daily life.
interior designers in chennai

Interior For Office said...

Staying or giving most of the time to the place should be presentable. If you are part of a boring decorative office, then always you will be down in mood. The effects in works and more will be damaged. You will never want to experience the same. The same thing is applicable to your home as well. So, at the time, you are working for the look of the office or your home; it is for sure that you need the best office Interior Designer Gurgaon and also you may pick the best from Residential interior designers in Gurgaon. The appearance and more will be the part of the right psychology and if you don’t believe the same, then you make the changes and then just feel it. Have the smile on your face, then it is the time to find the perfect name that will make your dream true.

Office Interior Designer Gurgaon
Commercial Interior Designers Gurgaon
Residential interior designers in gurgaon
Home Interior Designers in Gurgaon

Unknown said...

Steve Zuckerman Said:
You are right on the topic that customer is everything! I appreciate you for the great job you did. I have pleased to read the entirety of the post. Thanks and carry on!

saher said...

Thank you for allowing me to read it, welcome to the next in a recent article. And thanks for sharing the nice article, keep posting or updating news article.
Modular kitchen in chennai

afibiz said...

Thanks for posting this info. I just want to let you know that I just check out your site and I find it very interesting and informative. I can't wait to read lots of your posts
home interiors in chennai
Commercial interior designers in chennai
Office interior designers in chennai

afibiz said...

I recently came across your blog and have been reading along. I thought I would leave my first comment.
Hotel Interior desingers in chennai
Hospital interior designers in chennai

saher said...

Needed to compose you a very little word to thank you yet again regarding the nice suggestions you’ve contributed here.
Best Interior Designers
home interiors in chennai
Commercial interior designers in chennai

afiaa said...

I have picked cheery a lot of useful clothes outdated of this amazing blog. I’d love to return greater than and over again. Thanks! 
interior decorators in chennai
Modular kitchen in chennai