IMPACT Inbound Marketing Agency]
Services
TAYA

They Ask, You Answer Mastery

A coaching & training program that drives unmatched sales & marketing results.

Sales

Sales Performance Mastery

Improve the competencies and close rates of your sales organization.

Web design

Website Mastery

Web design, development & training for your team.

HubSpot

HubSpot Mastery

Everything you need to get the most from HubSpot.

AI Mastery

AI Enablement Mastery

Unlock the power of AI in all aspects of your revenue operations.

Discover how IMPACT’s services can help take your business to the next level. Book a free 30-minute coaching session Book a free 30-minute coaching session
Learning Center
Learning Center

Learning Center

Free resources to help you improve the way you market, sell and grow your business.

[NEW] The Endless Customers Podcast is now available everywhere. Learn how to earn trust & win more customers in the age of AI. Listen Now Listen Now

Free Assessment: How does your sales & marketing measure up?

Close Bottom Left Popup Offer

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.
Rachel Clapp Miller

By Rachel Clapp Miller

Feb 21, 2015

Topics:

Inbound Sales
Subscribe

Never miss an episode of Endless Customers!

Subscribe now and get the latest podcast releases delivered straight to your inbox.

Thanks, stay tuned for our upcoming episodes.
Inbound Sales

7 Questions to Ask Before You Move Forward With a Sales Opportunity

Rachel Clapp Miller

By Rachel Clapp Miller

Feb 21, 2015

7 Questions to Ask Before You Move Forward With a Sales Opportunity

7 Questions to Ask Before You Move Forward With a Sales OpportunityThis post originally appeared on the Force Management Blog. To read more content like this, visit the blog here.

Consistently enforced qualification criteria is a cornerstone to any great sales process.

As a sales leader, It’s important to provide a mechanism to ensure that sales opportunities warrant the investment of your sales team’s time and resources.

Your salespeople need guidelines on whether the opportunity is ready to advance to the next stage of the buying process.

Use these seven questions as a starting point. Their answers should provide enough information to determine whether or not the opportunity should move forward or if more work needs to be done on the account.

Seven Questions to Qualify an Opportunity

1.  What is the compelling event? What is the business impact if they don’t take action or take the wrong action? 

2.  What are the business problems the customer is trying to solve? What is the impact to both the individuals and the business?

3.  How have you calculated the negative consequences? Do you have customer agreement on the quantifiable impact?

4.  Who benefits from the customer buying your solution? Describe the “After Scenario” and the Positive Business Outcomes.

5.  How are the Positive Business Outcomes aligned with the business issue the customer is looking to solve?

6.  Who are the people that are most impacted by the Positive Business Outcomes? Are they involved in the sales process?

7.  Are they compelling enough for the Economic Buyer to take action?

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.