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[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales
Read the Guide
The Beginners Guide to Inbound Sales
Free Inbound Sales Guide
View The Beginners Guide to Inbound Sales
[Playbook] Inbound Sales Guide Cover

Free Guide:

See faster close rates and happier customers by shifting to inbound sales.

In this guide, you'll learn:

  • Inbound Sales vs. Outbound Seals
  • 5 Steps in the Inbound Sales Process
  • Getting Started and Troubleshooting

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

By Rachel Clapp Miller

Rachel Clapp Miller also recommends this free guide, The Beginners Guide to Inbound Sales.

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.

Free Guide: The Beginners Guide to Inbound Sales

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?

[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales
Read the Guide
[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales

See faster close rates and happier customers by shifting to inbound sales.

In this guide, you'll learn:

  • Inbound Sales vs. Outbound Seals
  • 5 Steps in the Inbound Sales Process
  • Getting Started and Troubleshooting

Topics:

Inbound Sales
Published on February 21, 2015

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