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Sales Qualification Framework: 4 Questions to Maximize ...
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It lives; it lives; it lives… until it dies. “It is a continual process filled with back and forth – not a discreet event.” With that being said, I get it. It is incredibly tempting to cling to all opportunities right now. Yet, nothing will sap your energies faster than chasing opportunities that will never close.
When you eliminate no-decision opportunities from your pipeline using a sales qualification framework, you greatly increase productivity and close rates. Let’s look at how to bake this into your selling routine. “Some focus on early disqualification while others build qualification into every stage of the deal.” First, look at what you have to gain. In my experience from working with our clients, roughly 1/3 of all opps are won, 1/3 are lost and 1/3 result in a no-decision. If you cut no-decisions in half, you could be in for a 42% close rate.
It lives; it lives; it lives… until it dies. “In reality, the buying process is more similar to a tidal river than CRM stages.” With that being said, I get it. It is incredibly tempting to cling to all opportunities right now. Yet, nothing will sap your energies faster than chasing opportunities that will never close.
With that being said, I get it. It is incredibly tempting to cling to all opportunities right now. Yet, nothing will sap your energies faster than chasing opportunities that will never close. “When you eliminate no-decision opportunities from your pipeline using a sales qualification framework, you greatly increase productivity and close rates.” Not all methodologies handle qualification the same way. Some focus on early disqualification while others build qualification into every stage of the deal. Here's how two of the most established B2B methodologies compare on qualification and beyond.
What is the projected ROI of your solution? “What makes your ROI projections credible?” I want to call your attention to that last question. ROI is fantastic. You can throw incredible ROI stats in front of potential customers – before you do, ensure those stats are built on an unshakable foundation and believable.