Why this blog was created:

There are a number of reasons why this blog was created; one of the primary reasons is that I  believe that the number one (#1) success factor in determining whether or not a sales rep will win the sale is how well the opportunity has been qualified.

Like many people, I’m a member of LinkedIn.

Recently I posed a question in one of the discussion groups about how one would define ‘qualifying’ in a selling situation.  The question received a number of excellent and varied responses from other members of the group and I thought it would be a good idea to start a blog about this particular aspect of selling.

As for the name of the blog, it’s a take-off on the old adage from the real estate market; what are the three most important things about selling a house?”  Location, Location, Location.

What are the three most important things about B2B selling; Qualify, Qualify, Qualify.

.

What you will read and hopefully gain from in this blog is the accumulated knowledge and experience of myself and numerous other individuals I have had the pleasure to work for and with over the years.

More importantly, the concepts, techniques and processes contained within this blog are incorporated into our product called Occulus.   

About Me – Mel Harding

By inclination and education I’m a physicist; by career choice and part of my education I’m an engineer and a salesman.

After graduating from the University of Waterloo (BSc. Physics & Math; MASc. Computer Engineering) I took a job at NorTel Networks working as an engineer on large switching systems (DMS100).  After a couple of years being an engineer I realized that engineering wasn’t for me and took a job as a sales trainee at Digital Equipment Corporation (DEC).

I stayed at DEC for about 11 years, moving up through the sales rep ranks into various levels of sales management.  After DEC, I accepted the position of President at Sienna Systems Inc., a small technology start-up focused on the Computer Telephony Integration (CTI) market, (I was also the sales manager); great technology, great product, but an under-developed market, which was finally swept aside by VoIP.

I then accepted the position of President & COO at Linmor, a network management software company who’s flagship product managed ATM switches (not the automated teller machine).

After that, I teamed up with a couple of other guys and we created El Dorado Learning Systems (EDLS) / Performance Selling Inc (PSI).  Fundamentally EDLS / PSI were sales training and sales process consulting firms.  We developed a number of sales training curricula that was supported, at the field level, by our proprietary sales processes.

It was during the course of my tenure at EDLS/PSI that I wrote & published numerous articles on selling and sales management (see ARTICLES Page), also during this period the underlying ideas & concepts that are now incorporated into Occulus were first formulated, developed and tested.

I hope you’ll enjoy this blog and find the subject matter both interesting and useful in your sales career.  Please feel free to comment on any of the posts.  Or you can email me directly at the email shown below.

Good Selling and remember;

“It’s ALL about making your numbers!”

Mel Harding

Email:           Mel.Harding@OcculusSales.com

Linkedin:   : http://ca.linkedin.com/pub/mel-harding/1/582/b6a

Web site:     www.OcculusSales.com

Powered by:

| | | | | |