B2B sales can take months, even years. They often demand a great deal of time and effort, and require substantial resources across an organisation to get over the line. We have put together a checklist for qualifying sales processes, so you avoid spending unnecessary time on prospects who will never buy.
You have probably experienced it yourself if you work for a company that sells to other businesses. The deal you were counting on suddenly, for entirely inexplicable reasons, is no longer on the table. The contract quietly fizzles out.
Sometimes unforeseen things happen, but if you have qualified the opportunity properly in advance and made sure your message is well anchored, your chances of succeeding and getting all the way to signature are far greater.
So you should find out in advance:
- Is this genuinely an opportunity?
- Are we competitive in the market, and do we have what the customer is asking for?
- How can we win the customer?
- Is the customer worth winning?
Strategic importance to each other, finances and key contacts are just some of what you should map out before you put energy, time and money into winning a new customer. Getting your priorities wrong on complex sales and deliveries can have major consequences for everyone involved.
A data-driven basis for decision-making makes it far easier to get the overview.
Download our "Qualification Review"
