GET INSIDE THE MIND OF YOUR PROSPECT: WHY ARE THEY SEARCHING FOR A PRODUCT?
Before you begin a presales evaluation with a new prospect, make certain that you know why they are searching for a product. It is usually one of two reasons:
1. Solving an immediate pain point, or
2. Proactively evolving their business.
Companies looking to solve an immediate pain point are either dealing with a deficiency or an inefficiency, and companies looking to evolve their business are aspirational.
Each of these variations requires a different approach to your evaluation plan.
Learn how to design evaluation plans that win deals for each variation.