Categories: Podcasts | Sales Discovery Process | Sales Qualification
Champions can be a critical component to closing complex details. Identifying a Champion in your deal is a key step, but one where salespeople can struggle. Champions can easily be confused with Coaches. Make sure you know how to identify a Champion.
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Categories: Sales Qualification
In the fast-paced world of sales development, you’re often confronted with hot inbound leads that need follow-up fast. According to research, your odds of qualifying a lead decrease by 21 times after the first five minutes. However, despite the need for speed, you want to have background on the prospect before trying to engage them to ensure you can provide value even during your initial connection. To strike that balance, use the 3x3 approach.
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Categories: Sales Qualification
Losing a deal to your competition is frustrating, but sometimes, losing to no decision is even worse. Since it’s usually much easier for clients to stick with the status quo, every salesperson has lost a deal to no decision.
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