News from the field: Qualify, qualify, qualify

Posted by Adele Mclean on May 19, 2021 11:21:26 AM
Adele Mclean
Find me on:

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:
  1. Uncover and define the value of your products and/or services from the customer's perspective
  2. Test the chosen solution or offering with the decision-maker to ensure there is alignment 
  3. 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. 


Topics: Negotiating with Backbone