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GET INSIDE THE MIND OF YOUR PROSPECT: WHY ARE THEY SEARCHING FOR A PRODUCT?
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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. |
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