The past few episodes have talked a lot about the importance of mindsets in engaging employees and aligning with customers. Today we are going deeper into how data works in the feedback loop that make the job of sales easier. Before you click to the next email in your inbox, here are a couple of important takeaways: • There is frequently a tipping point in the qualification of a prospect – above it, near certainty it is a good opportunity, below it there is little chance you will land it • Opinions can be quantified Sharing this episode with your process improvement or sales operations people will help them look at how they can use data more effectively for your team. Bill Bentley is a data guy. He is an engineer who became a general manager, then helped salespeople learn to sell to senior managers. He’s led an engineering firm and a software company then started a Six Sigma training company. He brings a well-rounded perspective to the challenges of sales. Listen now Mentioned in This Episode: www.value-train.com