What would you say is the part of the sales process that actually wins the deal?
GlenRoss
Most important part of the sales process?
Most important part of the process
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I could argue each of the parts...
that being said, I do think the initial interactions are really important. Discovery/demo and the relationship you build at the beginning really sets the tone and pace for the deal. If you drop the ball in discovery and don't have a really strong value then the rest is really just a flip of a coin.
that being said, I do think the initial interactions are really important. Discovery/demo and the relationship you build at the beginning really sets the tone and pace for the deal. If you drop the ball in discovery and don't have a really strong value then the rest is really just a flip of a coin.
Asking for the sale... "Pen here for you to sign?
I could argue each of the parts...
Asking for the sale... "Pen here for you to sign?
Discovery all day - otherwise we are just assuming the problems we think are their problems and that those problems are priorities
Don't take any part of the sales process for granted. IMO it's all important, if you lack in any step throughout it will almost always be why you don't make the sale. IE that becomes the most important because you didn't do it or it sucked.
Can depend on your industry and target clientelle, but qualifying during the discovery phase is probably the most important component. Done well, you will lay the ground work for easy yes's and eliminate wasting time on inevitable no's.
Rolling disco during a demo is the most important. If you're on mute while your SE is demoing you're not winning.
Discovery. If the discovery is weak, the other steps might not even happen.ย
Discovery/prospecting.ย
other- champion identification and building.ย if you disregard champions, its discovery/qualification.ย if there is no pain with business and personal value to solve, you wont get a deal.ย can't tell you how many rep tombstones are on the road of "unqualified deals that i thought would close"
There are some up and comers on there. TikTok is here to stay, might as well embrace it.... Before marketing does.
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