Categories: Economic Change | Sales Discovery Process | Sales Leadership
Recently, we’ve all been living in a constant state of economic uncertainty. 2023 market trends show a leveling off of growth and consumer confidence is steadily declining across global markets.
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Categories: Buyer Alignment | Sales Discovery Process | Sales Qualification
Many of today’s top sales organizations are starting to feel the effects of the economic downturn through increased selling criteria and buyer scrutiny. The new B2B customer is more focused on ROI than ever before, and they likely have multiple parties approving the deal through different criteria. What does this mean for sales leaders?
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Categories: Sales Discovery Process
Do you find yourself consistently frustrated with deals coming across your desk that: give away too much margin; aren't tied to the biggest business issue; have limited access to the economic buyer?
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Categories: Podcasts | Sales Discovery Process
Even if you've been selling a long time, there's still value in getting back to the basics. Are you in the middle of an opportunity right now where you know you aren't attached to the biggest business issue? Do you need to do more discovery?
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Categories: Sales Discovery Process
The sales conversation is such a critical component of the sales process, we call it "the moment of truth." It can often make or break an opportunity for a lead to move further along in the process. When sales organizations are struggling with making revenue numbers, the problem may lie in what your salespeople are saying to a potential customer. Do any of these challenges sound familiar?
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