{"id":38,"date":"2020-10-30T11:12:01","date_gmt":"2020-10-30T11:12:01","guid":{"rendered":"http:\/\/34.125.46.169\/?page_id=38"},"modified":"2026-08-14T15:52:59","modified_gmt":"2026-08-14T13:52:59","slug":"qualifying-opportunities","status":"publish","type":"page","link":"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/solutions\/sales-performance\/qualifying-opportunities\/","title":{"rendered":"qualifying-opportunities"},"content":{"rendered":"\n<section class=\"block block-cta-hero \">\n\t<div class=\"uk-flex uk-justify-sb\">\n\t\t<div class=\"hero-content\">\n\t\t\t\t\t\t\t<div class=\"breadcrumbs\">\n\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"linked\">Courses<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<h1>Helping Clients Succeed<span>&reg;<\/span> Qualifying Opportunities<\/h1>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"hero-image\">\n\t\t\t<img\n\t\t\t\tsrc=\"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/wp-content\/themes\/franklincovey\/img\/blank.gif\"\n\t\t\t\tdata-src=\"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/wp-content\/uploads\/sites\/3\/2025\/06\/lennardchantal_435x430.jpg\"\n\t\t\t\talt=\"\"\n\t\t\t\twidth=\"435\" height=\"430\"\n\t\t\t\tclass=\"image-main lazy\">\n\t\t<\/div>\n\t<\/div>\n\t<span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-intro-text headings-left\" data-id=\"block_d5b789ad284f471b2b8dfc51d511bb53\">\n        <div class=\"uk-flex uk-justify-sb\">\n        <div class=\"intro-headings\">\n            <h2>How qualified are the opportunities in your pipeline?\n<\/h2>\n        <\/div>\n        <div class=\"intro-text\">\n                            <p>Our experience with over 35,000 sales professionals all over the world\u2014in large, medium, and small-sized companies\u2014has revealed three predictable behaviors that most salespeople experience:<\/p>\n<ul>\n<li>First is their reluctance to stop pursuing weak opportunities because they\u2019re afraid they won\u2019t hit their quota.<\/li>\n<li>Next is their apparent rush to close the deal without taking the time to really understand their client\u2019s needs.<\/li>\n<li>Finally, the third behavior is the salesperson\u2019s inability to handle objections and pushbacks effectively.<\/li>\n<\/ul>\n<p>The results are often over-investing in the wrong people and opportunities, under-investing in the right opportunities, and leaving money on the table by failing to uncover the business issues their clients are really striving for.<\/p>\n<p>The good news is, these behaviors can be replaced with new and effective behaviors<\/p>\n<p>With FranklinCovey\u2019s <em>Helping Clients Succeed: Qualifying Opportunities<\/em>, sales professionals learn how to widen their relationship footprint into larger and more strategic opportunities while focusing on the right deals and developing the mindsets and skillsets of top performers.<\/p>\n<p>The results are lower cost of sales, increased deal sizes, increased win rates, and delighted customers!<\/p>\n            \n                    <\/div>\n    <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-lead-gen format-large\">\n        <div class=\"uk-child-width-1-2@m uk-child-width-1-2@s uk-grid-match\" data-uk-grid data-uk-height-match=\"target : .title\">\n                    \n            <div>\n                <div class=\"inner-container\">\n                                            <div class=\"gen-inner bg-color-black \">\n                                            <p class=\"gen-category\">Free Guide<\/p>\n                        <div class=\"title\">8 Techniques to Get Beyond the Gatekeeper <div class=\"carret\"><\/div><\/div>\n                                                <div class=\"gen-text\">\n                            <p>Gatekeepers are typically in their role because they are good at it. After all, their job is to protect their leader&#8217;s time and attention. But this doesn&#8217;t need to be an adversarial relationship.<\/p>\n                        <\/div>\n                                                                            <div class=\"gen-buttons\">\n                                                                    <a href=\"https:\/\/events.benelux.vps.buzztestserver.co.uk\/8-techniques-to-get-beyond-the-gatekeeper\/\" download class=\"btn btn-white btn-download\"  target=\"_blank\" alt=\"Download \">Download  <span><\/span><\/a>\n                                                            <\/div>\n                                                                    <\/div>\n                                    <\/div>\n            <\/div>\n                    \n            <div>\n                <div class=\"inner-container\">\n                                            <div class=\"gen-inner bg-color-gray \">\n                                            <p class=\"gen-category\">Free Guide<\/p>\n                        <div class=\"title\">How Effective Leaders Get Results: 7 Ways to Be More Proactive <div class=\"carret\"><\/div><\/div>\n                                                <div class=\"gen-text\">\n                            <p>No matter how competent your people are, they won\u2019t generate sustained and lasting results unless they\u2019re able to effectively lead themselves; influence, engage and collaborate with others; and continually improve and renew their capabilities.<\/p>\n                        <\/div>\n                                                                            <div class=\"gen-buttons\">\n                                                                    <a href=\"https:\/\/events.benelux.vps.buzztestserver.co.uk\/how-effective-leaders-get-results\/\" download class=\"btn btn-white btn-download\"  target=\"_blank\" alt=\"Download\">Download <span><\/span><\/a>\n                                                            <\/div>\n                                                                    <\/div>\n                                    <\/div>\n            <\/div>\n            <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-video-player\">\n    <div class=\"uk-flex\">\n        <div class=\"player-text-container\">\n            <div class=\"player-text\">\n                                <p><em>Qualifying Opportunities<\/em> overview with Craig Christensen.<\/p>\n                            <\/div>\n            <div class=\"player-buttons\">\n                            <\/div>\n        <\/div>\n                        <div class=\"player-video\">\n                    <iframe\n                        title=\"Qualifying Opportunities overview with Craig Christensen.\n\"\n                        src=\"https:\/\/players.brightcove.net\/1302165881001\/x3P9v0DEc_default\/index.html?videoId=4737469279001\" allowfullscreen=\"\" allow=\"encrypted-media\"><\/iframe>\n                <\/div>\n            <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-intro-text headings-left\" data-id=\"block_0ef8882bc6823d5c3dc6244b565e5909\">\n        <div class=\"uk-flex uk-justify-sb\">\n        <div class=\"intro-headings\">\n            <h2>Course Details\n<\/h2>\n        <\/div>\n        <div class=\"intro-text\">\n                            <h3>What makes a difference?<\/h3>\n<p>In the <em>Sales Leader Base Camp<\/em> work session, FranklinCovey helps sales leaders be more successful and derive greater personal and professional satisfaction by helping them:<\/p>\n<ul>\n<li>Identify breakthrough potential in their teams.<\/li>\n<li>Coach to results using G.R.O.W.<sup>&reg;<\/sup>, a proven performance improvement methodology.<\/li>\n<li>Focus on the important by following a simple and effective time management system.<\/li>\n<\/ul>\n<p>FranklinCovey assigns a seasoned sales coach to guide each sales leader\u2014we coach the coach. Our sales guides help leaders implement proven processes within their teams and upgrade and model their own sales skills. This greatly leverages and accelerates the performance of the entire sales team.<\/p>\n<h3>Move from learning to performance.<\/h3>\n<ul>\n<li>For 12 weeks after training is completed, sales leaders receive weekly Leader Insights, with information and best practices to support them as they coach their teams to results.<\/li>\n<li>Post-training opportunity advancement sessions with a FranklinCovey sales guide accelerate deal progress and boost sales leaders\u2019 deal-coaching expertise.<\/li>\n<li>Sales leaders whose teams have participated in FranklinCovey\u2019s <em>Helping Clients Succeed<sup>&reg;<\/sup><\/em> sales training will coach them on their 12-Week Playbook to support and sustain new learning.<\/li>\n<\/ul>\n<h3>Get started today!<\/h3>\n<p>Become more successful at driving measurable growth by learning to identify breakthrough potential in your teams and coach to results.<\/p>\n<p>Reach out using your method of choice and we\u2019ll put you in touch with a Sales Performance expert who will help find out if FranklinCovey\u2019s <em>Sales Leader Base Camp<\/em> solution would work for you and your sales organization.<\/p>\n            \n                    <\/div>\n    <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-how-to-experience\">\n    <div class=\"uk-flex uk-justify-sb\">\n        <div class=\"headings\">\n            <div class=\"title\">How to Experience FranklinCovey Content<\/div>\n                            <p class=\"subtitle\">\n                    This course is included in the FranklinCovey All Access Pass<sup>&reg;<\/sup>. This pass provides your organization unlimited access to all of our content, whenever and wherever you need it.                 <\/p>\n                            <div class=\"cta-container\">\n                    <a class=\"btn btn-primary\"\n                        alt=\"Learn More\"\n                        href=\"\/en\/all-access-pass\/\"\n                        target=\"_self\">Learn More<\/a>\n                <\/div>\n                    <\/div>\n        <div class=\"image-container\">\n            <img decoding=\"async\"\n                src=\"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/wp-content\/themes\/franklincovey\/img\/blank.gif\"\n                data-src=\"https:\/\/benelux.vps.buzztestserver.co.uk\/en\/wp-content\/uploads\/sites\/3\/2025\/06\/stan_laptop_1100x440-700x280.jpg\"\n                alt=\"\"\n                class=\"bw-to-color lazy\" \/>\n        <\/div>\n    <\/div>\n    <div class=\"uk-grid-small uk-child-width-1-2@m uk-child-width-1-3@l experiences\" data-uk-grid>\n                        <div class=\"experience\">\n                            <div class=\"lower-title\">Live-Online<\/div>\n                <p>Dynamic education and development, available online from any location.<\/p>\n                            <\/div>\n                                    <div class=\"experience\">\n                            <div class=\"lower-title\">In-Person<\/div>\n                <p>Expert education and development delivered face-to-face.<\/p>\n                            <\/div>\n                                    <div class=\"experience\">\n                            <div class=\"lower-title\">On Demand<\/div>\n                <p>Content available to your people anywhere, any time.<\/p>\n                            <\/div>\n                        <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n\n<section class=\"block block-colorful-link-farm format-large\">\n    <div class=\"link-farm-inner\">\n        <h2>Resources<\/h2>\n                        <div class=\"farm-links\">\n            <div class=\"farm-grid\" style=\"grid-template-columns: repeat(3, 1fr);\">\n                            <div>\n                    <div class=\"farm-link  color-blue\">\n                                                    <a href=\"\/en\/resources\/\" target=\"_blank\">Resource Center<\/a>\n                                            <\/div>\n                <\/div>\n                            <div>\n                    <div class=\"farm-link  color-blue\">\n                                                    <a href=\"https:\/\/msb.franklincovey.com\/\" target=\"_blank\">Mission Statement Builder<\/a>\n                                            <\/div>\n                <\/div>\n                            <div>\n                    <div class=\"farm-link  color-blue\">\n                                                    <a href=\"https:\/\/resources.franklincovey.com\/podcasts\" target=\"_blank\">FranklinCovey Podcasts<\/a>\n                                            <\/div>\n                <\/div>\n                        <\/div>\n        <\/div>\n            <\/div>\n    <span class=\"animated-line\"><\/span>\n<\/section>\n\n<section class=\"block block-full-width-form \">\n    <div class=\"uk-flex uk-justify-sb\">\n        <div class=\"fw-intro\">\n                                        <div class=\"title\">Engage with us. Request a demo.<\/div>\n                                <\/div>\n        <div class=\"fw-text\">\n                        <script>\nvar gform;gform||(document.addEventListener(\"gform_main_scripts_loaded\",function(){gform.scriptsLoaded=!0}),document.addEventListener(\"gform\/theme\/scripts_loaded\",function(){gform.themeScriptsLoaded=!0}),window.addEventListener(\"DOMContentLoaded\",function(){gform.domLoaded=!0}),gform={domLoaded:!1,scriptsLoaded:!1,themeScriptsLoaded:!1,isFormEditor:()=>\"function\"==typeof InitializeEditor,callIfLoaded:function(o){return!(!gform.domLoaded||!gform.scriptsLoaded||!gform.themeScriptsLoaded&&!gform.isFormEditor()||(gform.isFormEditor()&&console.warn(\"The use of gform.initializeOnLoaded() is deprecated in the form editor context and will be removed in Gravity Forms 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