We start beta-testing Focus at the end of this week, so there’s a lot of nervous energy around the ‘Farm’ at the moment. Colin and I have waited a long time for this moment. Too long, perhaps, in some ways, but we both believe that there are no mistakes, only learning experiences. Adam’s been waiting, too, of course, but he’s been so involved at the sharp end of the development - of Focus and the web site - that I don’t think he can quite believe we’re almost there.

As if getting Focus out the door and into beta was not enough, we’re also planning to release the first tool from our Entrepreneurial Salesman’s tool bench this week. This will be Qualification Analysis. I don’t need to tell you how important it is to qualify your deals but a lot of sales people struggle to find the best way to qualify. In keeping with the key notion that the Entrepreneurial Salesman is in control of his business - and, therefore, in control of making money - our Qualification Analysis tool gives you that level of control. In other words, proper qualification means you don’t waste time and effort on a deal you can’t win.

You’ll find the tool in our sales tools page when it launches. Until then, you can sign up to be notified by email when it becomes available.

We’re keen to keep the tools coming. Colin and I have been working hard to define what makes the Entrepreneurial Salesman successful and as we specify each tool we’re getting a better picture of the way a top sales person controls their business.

The intention of this blog is to look at these issues as we discuss them at the ‘Farm’, introduce you to the tools as we release them - or even earlier - and generally point you in the direction of successful selling.

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