News from the field: Qualify, qualify, qualify

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.

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.