Posted under Sales
from http://sharondrewmorgen.com/ 1000 days ago

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not trueor we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they A. want it resolved, B. want it resolved now, C. have the buy-in to bring in an external solution rather than using their own internal fix orbeloved vendor, D. are ready to give up the work-around they have in place that resolves the problem well-enough. So rule number #1: need does not a prospect make.

Unfortunately, the sales model has no capability to go behind-the-scenes to facilitate buy-in from the internal system – the other people who don’t see a need or don’t want to share budget, the tech group that wants to do it all themselves, or ...

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