Are your sales teams spending enough time qualifying their opportunities and defining the right solutions for their customers? Here's how to know if they are on the right track.
3 critical actions should happen before your sales team proposes any solution to a customer:
- Uncover and define the value of your products and/or services from the customer's perspective
- Test the chosen solution or offering with the decision-maker to ensure there is alignment
- Proactively address the price conversation and build support for your solution within the buying center before submitting a formal offer
Watch this brief video as Adele McLean discusses these insights and more from recent Virtual Backbone workshops.
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