“The buyer will be spending both money and, more importantly, time to implement your product. Plus, buyers have different incentives as to why they would be interested in supporting a purchase to solve the problem or opting for alternative solutions.
This is where many companies struggle with their sales opportunities.
With each sales opportunity, you could be identifying the right problem; you could be focusing on a key target industry or segment; you might find the executives and buyers that can make a buying decision. But despite building a pipeline of potential sales opportunities, your prospects are either stalling on a decision or telling you things like this.
- “This looks intriguing. We want to come back to it next year.”
- “We need to first do a cost-benefit analysis.”
- “We need to find the budget.”
- “That seems expensive.”
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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