As we all know, salespeople absolutely love to win and hate to lose—and think they can win every deal. Sales management might say, “I love to win as much as the salespeople, but only if it’s the right business!” Sales managers know well the hot pursuit of a win can backfire when salespeople go after deals that aren’t profitable and, frankly, may not even be winnable.
The discipline required in identifying high-probability and high-profitability opportunities starts with understanding clearly and accurately what the customer organization is trying to accomplish. Early effort focuses on collecting compelling evidence and analyzing opportunities to make an informed go/no-go decision on whether to pursue an opportunity.
In this webinar, we will examine the following:
- How to clarify the details of the opportunity by understanding and articulating what is critical to the customer
- What evidence needs to be collected and analyzed to distinguish which opportunities lend themselves to increasing win rates
- Three questions you need to answer to make the best go/no-go decisions