Qualification, Discovery, and the Mutual Evaluation Plan
- 3.5
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Brief Introduction
How to Evaluate if your Sales Opp is Real, and Progress it Through the Sales CycleDescription
Sales is tough. When you're up against time and have a large quota to hit, and aren't close - it's really easy to go from working smart, to being hopeful. Hope is not a strategy, hope does not close business. We become desperate when we aren't working enough sales opportunities (opps) and don't have enough leads, that's why if you haven't taken the course Lead Generation, you need to before starting this portion of the sales cycle.
A healthy sales pipeline gives you the power to manage your time effectively, and making sure you only work opps that are REAL. In this course, we uncover the qualification and discovery methodologies that will help you determine if your lead and this opp, is worth your time. DISQUALIFICATION is just as important as qualification. If a deal is dead, STOP WORKING IT, and MOVE ON TO THE NEXT OPP.
Qualification and Discovery will provide you frameworks to consider when qualifying your sales deal, and how to uncover challenges and pain, so that you can identify the value you can bring. From there, you'll go through a Mutual Evaluation Plan - a collaborative plan between you and your lead, that informs and guides your lead on how they should evaluate your software. The MEP dives into the structure, the types of requirements you'll want to gather, and how to structure your MEP so you get the information and accountability you need to progress in your sales cycle.
Once you've completed this course, you'll move into the next phases of the SAAS sales cycle: Joint Execution Plan, Deployment Plan, Proposal, Negotiations, and Closing the opp and transitioning to your post sales success.
Enjoy! - Sherrylyn
Requirements
- Requirements
- You should have taken the Lead Generation Course
- You should have taken the Starting Your Sales Career Course
- Computer or Notebook to take notes
Sherrylyn Filoteo
3.5 Raiting
Qualification, Discovery, and the Mutual Evaluation Plan
- 3.5
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How to Evaluate if your Sales Opp is Real, and Progress it Through the Sales Cycle Sales is tough. Hope is not a strategy, hope does not close business....
