A few years ago, I published an article about GPCTBA/C&I, the sales qualification framework we use at HubSpot. In the time since a number of other sales teams have adopted it as their exploratory conversation framework too.
Just this past month, we released a full, free sales training course that features the framework prominently, as well as how to identify, connect, and advise contacts into customers. Thousands of people have enrolled in this course already.
But this qualification framework is not easy to learn. Not because it’s long, but some sales reps’ weaknesses prevent them from even trying to qualify, let alone pulling it off successfully. For most salespeople, it usually takes months, if not years, of coaching and practicing before they can overcome their weaknesses and master this in-depth exploratory process.
I’ve always found Dave Kurlan’s crucial strengths and major weaknesses helpful in determining whether a salesperson will be able to learn how…
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